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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.

9 Strategies To Improve Online Sales Meetings And Close More Deals

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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

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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?

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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)

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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)

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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)

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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.

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.

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.

Could Empathy Be The B2B Key?

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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.

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.

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