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posted on:
6/3/2012 7:28:51 PM EST
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Who and what our buyer?
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There is much literature on sales and sellers, what to say, how to argue, how to close a sale?, What to do in front of a client and not to do, but very little about the buyers.
Some time ago I wrote a post entitled "Methods of negotiation: The tricks of the good buyers," he described eight possible ways in which a buyer can act. At that time someone said it was a traditional way of addressing the relationship between buyer and seller and I forgot the famous strategy of "win-win" where buyer and seller are not opponents but partners seeking a satisfactory outcome for both.
At this point, I think that might be interesting to go deeper into the profile you may have a buyer who actually buy and what position we should adopt and sellers in each case.
THE STARTERS: This type of buyer is characterized by detecting knows your business needs, know how to meet those needs known to search the market provider can offer the product or service. If, as a general rule, when sellers are required to meet the competition, with this type of buyer if possible.
USERS: This group includes those who use a product or service purchased by the purchasing department and may indirectly influence tip the balance between one or other provider. Our job as marketers will learn first-hand opinions of our product with these "invisible guests".
TECHNICIANS: By training can significantly influence the decision to purchase. When we know our products or service has a "technical filtering" we must not only be concerned to learn that covers technical requirements our client but we must go further and find that also provides solutions to our buyer clients.
DRIVERS: Controls the information internally and defends the positions of the vendors if they are reasonable. If we sell to companies with people who tend to play this role in buying commissions must find out who they are for, from the standpoint of honesty, to facilitate the maximum possible information.
THE TRADE: The buyer 2puro and hard ", is directly and regularly with vendors. They are expert buyers, with authority and know how to deal seamlessly to vendors. Our attitude as a seller must go through, by: listen, ask questions, make things right, to prove what we say, negotiate, persuade, loyalty, and service to offer high quality, etc..
THE DECISION MAKERS: Perhaps the most difficult that may be people who hold positions of management or purchasing committees have the final word. We will have great success as sellers if we have access to these levels of decision. You have to try and "lesser evil" to know and understand their real needs.
Rui Banganho
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