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Sales Today

Apr 20, 2023

The good news is corporate buyers are human!


They want to avoid potential pain which may include loss of control, loss of approval, loss of status or even losing their job.


 Getting it wrong could result in these consequences but if they get it right they move towards potential status, money and success.


But the brain is not as linear or logical as we think and a large proportion of decisions are made by the subconscious involving emotion. 


Karen explains that the art of Buyer-ology is the science of knowing your buyer so you can tailor your selling approach to move them from current pain to future pleasure.


She shares the BUYER model to help structure activity to achieve this.


Do you understand your customers enough to do this?