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OCTOBER 31, 2014

Buyer behaviors. small business business planning buyer behaviors customer loyalty management and leadership sales leads small business owners small businesses' Fixed costs, up, down or staying the same. Indirect costs, up, down or staying the same. Ideal Customer. Effectiveness of marketing. Customer Loyalty. Growth and Innovation.

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AUGUST 16, 2013

Father also shared that in most circumstances buyers usually can only secure two of these three factors. Is the buyer willing to give up quality? Is the buyer willing to wait for that must have special product or service? Is the buyer willing to give up price? No because this is an emotional response.

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JANUARY 28, 2015

There is a buyer who has a want reinforced by a need with an allocated budget. What has changed is the buyer and specifically his or her buying behaviors. Today’s buyers are better educated (for the most part). All these now better educated buyers can be viewed as an competitive advantage or disadvantage.

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SEPTEMBER 17, 2014

People (buyers) have wants or needs supported by a budget (hopefully) along with the ability to make a decision. Today’s Buyers Have Changed. What has changed is today’s buyers are more educated. What has changed is today’s buyers are more educated. However, selling is still the same.

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DECEMBER 16, 2013

For me, value creation is not the answer because value is unique to each buyer. Salespeople mistakenly believe they create value when in reality what they are actually doing is connecting to the value drivers of their potential buyers. The simple answer is the “buyer.” The buyer goes beyond the customer.

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JANUARY 6, 2017

Buyers are cost driven because the word cost has been in front of them since grade school. Also when sales behaviors begin to replace the word cost with invest, the salesperson has demonstrated more research and the ability to connect to the value drivers of the sales lead or buyer. Credit www.pixabay.com.

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SEPTEMBER 5, 2017

Content marketing is incredibly successful strategy and tactic for your buyers to begin to know you and trust you. ” Content Marketing Helps Buyers to Find You. ” Content Marketing Helps Buyers to Find You. Your potential buyers (think ideal customers) have specific wants and needs.

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AUGUST 30, 2014

This is just as true for self improvement as it is for sales people seeking that next buyer. If the buyer is not committed to change, the likelihood of that sale being earned has been greatly diminished. Change or more importantly sustainable change requires a personal commitment.

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JUNE 12, 2015

Educated buyers are now the driving force. Buyers let their fingers tap the keyboards of their smart phones, tablets or desktops. The other reason a realtor’s marketing message may frankly suck is because the end game is now finding the right ideal buyer based on the ideal customer profile.

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JULY 12, 2012

Only the buyer creates value because he or she believes the solution fits him or her and hence sells itself. Sales Training Coaching Tip: Value is the perception of the buyer based upon his or her experiences. Sales Training Coaching Tip: Focus on the buyer’s rules and not on you as the seller will increase sales.

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JANUARY 17, 2017

” Each of those exchanges between seller and buyer resulted in the transference of some feelings. Doesn’t it make sense to redirect sales training to the buyer instead of the seller? Those who understand the behavior principles behind DISC can apply those principles through their sales communications with their buyers.

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DECEMBER 17, 2012

The simple reason sales people cannot create value is value is unique to each buyer. Additionally, when sales people believe they can sell value or worse yet create value, they are putting their egos into “watch me go gear” and forgetting sales is about the other person, the buyer, and it is not about you, the seller.

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FEBRUARY 5, 2017

To complete this aim small miss small mindset, the salesperson must connect to the buyer. What does he or she want the buyer to feel? Obviously to create this environment, the seller must know what the buyer is feeling. Here the focus is on the buyer and not on the seller. Then what does he or she want the buyer to know?

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AUGUST 16, 2012

If you have been a reader of this blog for a while, you may know I am a contrarian when it comes to this belief, because I believe value is unique to each buyer. Seth Godin defined “brand” the noun as meeting the expectations of the buyer. Your ego has taken a back seat to the ego (think wants and needs) of the buyer.

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MAY 16, 2016

What this means for those engaged in selling, is the first 8 seconds you speak with your buyer or ideal customer must be so emotionally compelling he or she wants to stay focused on “the rest of the story” as Paul Harvey said. This buyer awareness may work against you being perceived as knowledgeable and trustworthy.

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SEPTEMBER 9, 2016

B2B buyers are becoming far more educated and astute. A 2014 DemandGen reported: 65% of the buyers shared the winning vendor’s content marketing had a significant impact on their buying decision. 68% indicated they increased the amount of content used to research and evaluate their purchases.

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DECEMBER 21, 2013

Of course it is much easier to think “I create” because the focus is on you and your ego as the salesperson and not on the buyer. Value is unique to each buyer and already resides either consciously or subconsciously within that sales lead. They are sometimes confused with the emotional wants and the more logical needs.

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SEPTEMBER 7, 2012

What is so hard about having a sales training learning objective about, hmm, developing a mutually beneficial relationship with the buyer? The word buyer is also diminished. Sales Buying Rule #1) So the decision makers are the buyers. People buy from people.

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JANUARY 26, 2017

This lack of clarity by the buyer is usually evident when stalls surface during the sales conversation. Sales Objections Surface Because Many Buyers Lack Clarity As What Is Truly Important to Them. Sometimes buyers do not have crystal clear clarity as to what is important to them.

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JANUARY 21, 2017

What I believe good salespeople do is discover what the buyer values and then connects his or her solution to those very value drivers. Now if the buyer had taken the Values Index, the Attribute Index or even the DISC Index, then the salesperson could have a head start to understanding and then connecting to what the buyer values.

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MAY 12, 2016

is unique to each buyer. Even if the clothes are well made of highest quality and produced within the USA, those factors must be valuable to the buyer and balanced against his or her own perception of value. The variety in the marketplace is because value is unique to each buyer not to the perceived value created by the seller.

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JULY 29, 2016

Today’s buyer is more educated and more self directed in his or her solution research. of all US business owners who have under 20 employees is how to adapt their sales funnel to the educated buyer who left that old gray mare and is now riding a far faster, more energized and agile marketing vehicle. The challenge for 97.7%

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DECEMBER 30, 2016

I believe no one in sales can create value because value is unique to each decision maker, each buyer. As salespeople we are looking how to bridge the gap between the buyer’s position and our position. Now I must admit to my own negative bias. Why does one person like blue and another like red?

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NOVEMBER 25, 2016

These high earning salespeople do not attempt to change the buyer’s situation. For his solution to work, the buyer must make thousands of dollars in changes before even purchasing the salesperson’s solution. Some might even suggest by requesting the buyer to change they were being lazy, they were not selling what they have.

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JULY 7, 2013

Today’s buyers are far more receptive to education based marketing. All engagements with potential customers, prospects or buyers must be about them not you or your stuff (products and services). And shouldn’t this be the ultimate goal in any sales presentation, focusing on the buyer and not on you? ” .

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JANUARY 16, 2017

You as the salesperson had to build a relationships between you and the prospective buyer or even center of influence to be successful. Now the seller must work far harder to convert the reluctant buyer. ” That transference always begins with the buyer. Yet at the end of the day, what is sales truly about? Credit www.

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FEBRUARY 19, 2013

Now there are some efforts in the sales training industry that discuss being an assistant to the buyer. Yet the focus is still on the salesperson first and the buyer second. When sales training begins from the salesperson and not from the buyer, this is indeed foolhardy.

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MAY 23, 2017

Yet reality is each criterion is probably uncovered as the buyer-seller relationship develops unless of course the sales lead shared all five with you during the first sales conversation. This doesn’t mean that at sometime in the future they cannot become buyers, but at this moment in time they are not ready to buy. Commitment.

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DECEMBER 12, 2015

Today’s buyers are now far more educated than ever before. Disruption #2 – Educated Real Estate Buyers. Their value perception is show enough homes and the buyer will eventually find one. In years past, potential home buyers did not mind as much in paying the real estate commission. Education is the second disruption.

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MARCH 29, 2016

If the ideal customer is the decision maker, has a specific want and need that can be solved by the seller’s solution, has an allocated budget, has urgency and a commitment to take action, why should the seller or the buyer give up anything? Sales should be a win for the buyer and for the seller.

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JULY 7, 2016

And according to a recent survey of executive buyers by Gartner, customers agree. Only 34 percent of executive buyers, for example, feel that salespeople can articulate value.” With multiple decision makers within the buying decision, the value may be different for each buyer. ” Source: Linkis.com.

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OCTOBER 15, 2013

A recent Twitter response to a posting about relationship selling in small business sales revealed a buyer had bought an expensive new car without any relationship. As to what motivates one buyer over another, the plethora of exceptions explode into the outer regions of the universe. Maybe always being a professional might be one.

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JANUARY 5, 2017

” The buyer sees the what is limiting his or her growth or the growth of the business from an entirely different perspective. Possibly the essence of disruptive selling is really changing the attitudes of the buyers. I did a little updating to it. This discussion on disruptive selling in sales reminded me of his efforts.

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OCTOBER 26, 2015

Some recent marketing research by Spong is now revealing what I have said for years: Value is created by the buyer not the seller. Buyers put a greater value on their own personal experience or their close friends and family than on what experts believe or the actual brands themselves. Pretty significant, wouldn’t you say?

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MAY 12, 2017

” Usually buyers have a good idea of what is happening within their organization. If the buyer responds yes, then the salesperson returns to sales fact finding to determine if said change will affect the offered solution. These changes can be addressed by this two-fold question during the presentation of the sales proposal.

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DECEMBER 31, 2015

For today’s educated buyers be they homeowners looking for a realtor to executives seeking solutions to repetitive workplace culture and operations problems price is usually not what is going to make or break the sale for the top sales performers. As buyers, are we willing to give up quality? They are sales pitches first and foremost.

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Marketing Direct Mail Ideal Customer Profile Retail 70

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JANUARY 18, 2017

In realizing the importance of those first sales conversations, this acronym may just help to support crazy busy salespeople in their goal to begin to transfer those feelings between themselves and their buyers (think sales leads or ideal potential customers). R – Respect your buyer. CREATE Powerful Sales Conversations.

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