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The Ultimate Guide to Sales Training: Potent Tactics to Accelerate Sales Performance by Dan Seidman

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Chapter 6

Buyers’ Behavior and Decision-Making Strategy

CHAPTER OVERVIEW

Exercise 6.1. Share Examples of Tough Buyers

Exercise 6.2. Discuss Buyer Dislikes

Gender Differences

Personal or Social Styles

Motivation and Decision-Making Preferences

How Buyers Manage Their Buying Process

Use of Emotion in Influencing Buyers

In this chapter we’ll cover several ways to distinguish buyers from one another, as well as ways to create a better connection with them, discussing five areas of interest, listed above.

On this day, Dan meets the World’s Toughest Prospect. I’m speaking to the North American Association of Food Equipment Manufacturers (NAFEM). One of the focal points of my speech is the fact that today “Buyers are better at buying than sellers are at ...

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