Part II: Eight Knock-’em-Dead Scenarios for Winning the Game
Part II describes eight step-by-step negotiating scenarios using winning responses for each of the four buyer types. To summarize, the four buyer types are
• Price buyers: These customers want to buy products and services only at the lowest possible price. They don’t care about value, differentiation, or relationships.
• Relationship buyers: These customers want to trust and have dependable relationships with their suppliers and expect that supplier to take good care of them.
• Value buyers: These customers tend to be sophisticated buyers who understand value and want suppliers to be able to provide the most value in their relationship.
• Poker Player buyers: These are relationship ...
Get Learn Successful Sales and Negotiation Tips (Collection) now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
