People make their buying decisions based on a number of different motivations. If you can discover what makes a buyer tick, you can craft your sales proposal to satisfy his particular needs. This makes all the difference when you are in a highly competitive situation.
When you are wearing your sales hat, a big part of your job is to understand the psychology of the buyer. Understanding the buyer goes a lot deeper than analyzing his business needs. It requires that you size up his personality. Some extroverts are driven by a desire to express themselves. Others buyers, who are more cautious, are motivated by fear making a bad decision and a need for security. Read more »