By Frank Atkinson
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Extra resources for Buyer behaviour
Develop a low key approach. com 30 Buyer behaviour Buyer tactics Summary Review how you sell to people. Realise that everyone is different and to sell successfully we need a flexible approach to all our customers. Also, realise that buyers are trained to understand what motivates salespeople and use this to their advantage. Well, the good news is that we can do the same. By understanding buyer behaviour we can be more successful and increase our sales revenue and profitability. Trust and responsibility Please click the advert NNE and Pharmaplan have joined forces to create NNE Pharmaplan, the world’s leading engineering and consultancy company focused entirely on the pharma and biotech industries.
We all assume that if a thing is printed or written down, it is nonnegotiable. This is what can make price lists so powerful. If you have to present a customer with a price increase or you wish to encourage an early order to beat a price increase, show something in writing such as an office memo from your boss announcing the increase. This will have a far greater impact than just saying your prices are about to go up. When presented with a price tag in a shop, ask to speak to the manager and make him an offer.
Realise that everyone is different and to sell successfully we need a flexible approach to all our customers. Also, realise that buyers are trained to understand what motivates salespeople and use this to their advantage. Well, the good news is that we can do the same. By understanding buyer behaviour we can be more successful and increase our sales revenue and profitability. Trust and responsibility Please click the advert NNE and Pharmaplan have joined forces to create NNE Pharmaplan, the world’s leading engineering and consultancy company focused entirely on the pharma and biotech industries.