Patterns Of Buying
by: Linda Brakeall
There are four common types of buyers out there in buyer-land:
With just a little prompting, people will tell you how they decided they need new phones:
B. They subscribed to Consumer Reports, called every company that made phones, poured over the literature that was sent, listened to 73 presentations, did more research, created a task force, mulled it over, presented 3 options to the president and a year from day one got the phones installed. ( Style #2)
C. Did some of the B activities, then one day called and had the phones installed the following week. (style #3)
D. Decided 4 years ago they needed new phones and are still having weekly meetings about it. (Style #4)
Morgan Carter, the
Chicago PR guru, says: "Frustration is a function of expectations."
If your expectations are appropriate, your frustration is diminished.
Lower frustration means more energy and that equals more sales. Investigate
those buying patterns!
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