Buyer Behaviour

Batman or High D’s are not intentionally unkind or rude. Their bark is often worse than his bite. If you respect them and meet their expectations, they will probably do business with you and become a life long client.

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.

Constructing the perfect cold email is both art and science. Principles of persuasion and influence can be used to engage recipients of your emails. These formulas work and can compel prospects to respond.

Rapport is the deepest level of relationship between two individuals that involves sharing common ground, and is established when harmony and accord have been reached between both parties.

Our underlying assumptions—about prospects, our roles and factors that could hinder success—are crucial to our performance. Here are 17 sales truths and why understanding each one helps you win more deals.

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.

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.

The retail industry is going through a wave of transformation and will never be the same. Unprecedented external factors have contributed for a data-driven, digital first, unified future.

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.

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.