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 ...
