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.
Tag: Buyer Behaviour
Shining a Light on the Dark Funnel: How It Can Empower...
The "dark funnel" is where a significant portion of the buyer's journey occurs beyond the reach of traditional sales and marketing visibility. How can you identify and influence those hidden touchpoints?
A Practical Guide On Building Rapport In Sales
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.
9 Strategies To Improve Online Sales Meetings And Close More Deals
There’s great triumph in nailing an online meeting. It sets you apart from competitors, deepens credibility, crystallises value and builds relationships.
5 Steps To Master Sales Meetings
Your first conversation is a make-or-break situation. If you do well, you’re given an opportunity to advance the buying process. Here are 5 critical steps to master sales meetings.
Are You Selling To The Decision Maker?
The focus of your efforts is about being the authority, being prepared and being professional the whole way through – not just pushing to meet with the ‘person behind’.
Selling with Seth Godin (Podcast)
Seth wants people to stop hiding and whining and scamming. To start trusting themselves. To learn that trust is worth WAY more than attention on social media.
Sales Psychology – 10 Triggers To Become Highly Influential (Part 3)
Invoke Fear, Radiate Authority, Honesty and Consistency. 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.
Sales Psychology – 10 Triggers To Become Highly Influential (Part 2)
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.
Sales Psychology – 10 Triggers To Become Highly Influential (Part 1)
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.
Could Empathy Be The B2B Key?
Empathy is an incredibly valuable trait not only to close more sales, but to bring a greater degree of human connection into business and elevate the perception of the sales profession. If empathetic-selling does become more pervasive in business dealings, perhaps we can begin to change people’s long-standing perceptions of salespeople.
