Salespeople sometimes find the buying patterns of buyers to be quite baffling. Why all these questions? Why not make a decision? Everything sounded so positive … what went wrong?
Having spent a good part of my career in purchasing and in sales, I’ve learned that buyers do not think the same way salespeople think; they have different agendas, different concerns, and different motivators. And, just as good salespeople have a system for selling, good buyers have a system for buying.
Let’s take a look at the buyer mentality — a better understanding of it will help you conduct your sales calls more comfortably and effectively.