There is a plethora of information on the web discussing and analyzing customer buyer behavior. We have touched on buyer behavior and its psychology, but to me, it is the most important process to master and understand.
Coming out of sales and coaching, I wish I could master this process without the mystique that surrounds it. Many professional salespeople I know say, “I use my gut feeling in the end” to ascertain the customer buying position, meaning, “I look at the responses and body language of my customer and make up my mind on that alone.” Unfortunately, I and many others have been wrong ...
Get Sales Excellence 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.
