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Smarter Selling: Next generation sales strategies to meet your buyer’s needs – every time by David Lambert, Keith Dugdale

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4.1. Different organisational approaches to buying

Just as individuals have different approaches to buying, so do organisations. Before deciding to invest the time and effort required building partnering relationships, it pays to make sure that the organisation values such a relationship.

I Owe U facilitates the building of profitable and sustainable relationships with buyers who attach value to being treated with trust, respect and care. Buyers who do not value these things will not respond to I Owe U.

Do such people exist? Definitely.

For convenience, we categorise buyers into one of three groups: price-busters, deal-hunters and value-buyers. Some of the features of each group are described below to help you identify them.

Price-bustersDeal-hunters ...

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