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Buyer Behaviour

Buyer behaviour is the study of the activities associated with the purchase of goods and services, including the buyer’s emotional, mental and behavioural responses.

Luxury

Sales Psychology – 10 Triggers To Become Highly Influential (Part 2)

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Handle Objections, Credibility and Social Proof. You need to understand why your prospects behave the way they do, what they’re thinking, and how you can get them to act in the desired direction via the use of psychology sales triggers.
Trigger

Sales Psychology – 10 Triggers To Become Highly Influential (Part 1)

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Reciprocity, Curiosity And Specificity. You need to understand why your prospects behave the way they do, what they’re thinking, and how you can get them to act in the desired direction via the use of psychology sales triggers.
Toilet Paper

Toilet Paper Crisis, Coronavirus and Sales Psychology.

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We all know that panic buying 108 rolls of toilet paper is a dumb thing to do. Yet, this is precisely what many people are doing; people who are otherwise typically quite sane and intelligent.
Financial charts

10 Touch Points That Make Or Break Sales

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Customer-Centricity creates positive Customer Experiences. In other words, for customers to perceive a business as being customer-focused it needs to be structured and managed like Jeff Bezos says, i.e. with the customer in mind.
Grafitti

Selling The Benefits Of The Benefits?

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In B2B Sales, you should sell the benefits that your product or service delivers, not the product or service itself. Consider selling the benefits of the benefits.
Journey 2

The Evolution Of The Buyer’s Journey (Part 1)

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As Sales and Marketing adapt to new market realities and opportunities, they are often presented with a choice regarding their operational structure: either they continue to operate in discrete silos or they adapt to cooperate in ways that will not only make them more alert to their changing markets and customers.
Clock

I Have 10 Seconds To Make An Impression?

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Possessing an effective and professional business introduction that spells out clearly and succinctly the benefits that we bring to our buyers is now more essential than ever. If those benefits are also quantified then that's even better. So, why do many businesses and their salespeople turn off their prospects, right from the first contact?
Journey

The Evolution Of The Buyer’s Journey (Part 2)

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The days of the charismatic but tactical salesperson are getting behind us, particularly in B2B sales. A winning personality still goes a long way, but today’s buyers aren’t looking for slick pitchmen.
Colour

The Psychology Of First Impressions

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First impressions do count. The psychology of consumerism tells us that the initial impact of a brand, a colour, a physical layout and a welcoming employee can never be understated.

FEATURED ARTICLES

10 Reasons Why Calling Is the #1 Skill You MUST Master

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Calling is the top skill you should be developing to gain an edge, not just for prospecting and landing meetings with C-Level decision makers, but at every stage of the funnel.

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