Comments on: Buyers Don’t Buy Because You Sell Well http://sharondrewmorgen.com/2009/09/buyers-dont-buy-because-you-sell-well/ Enabling buying decisions one buyer at a time Thu, 17 May 2012 20:18:35 +0000 hourly 1 http://wordpress.org/?v=3.0.4 By: Understanding customers doesn’t help the buyer buy | Sharon Drew Morgen http://sharondrewmorgen.com/2009/09/buyers-dont-buy-because-you-sell-well/comment-page-1/#comment-1384 Understanding customers doesn’t help the buyer buy | Sharon Drew Morgen Thu, 29 Apr 2010 14:51:30 +0000 http://sharondrewmorgen.com/?p=1075#comment-1384 [...] I was speaking with a colleague today who complained that although he understands his customer’s needs – does surveys of every aspect of their decisions (how, when, what) so he ‘knows’ how and what they buy – and creates marketing materials positioned to address those needs and segments, the buyers still didn’t behave in a way he believes they should. [...] [...] I was speaking with a colleague today who complained that although he understands his customer’s needs – does surveys of every aspect of their decisions (how, when, what) so he ‘knows’ how and what they buy – and creates marketing materials positioned to address those needs and segments, the buyers still didn’t behave in a way he believes they should. [...]

]]> By: benbree http://sharondrewmorgen.com/2009/09/buyers-dont-buy-because-you-sell-well/comment-page-1/#comment-402 benbree Sat, 03 Oct 2009 23:48:35 +0000 http://sharondrewmorgen.com/?p=1075#comment-402 I like your enthusiasm and you make some good points. However, what you state is not always true. Sometimes, the buyer buys because the sales person touches a nerve. This is especially true when you work for an IBM, HP,CA, or BMC. If you get to the decision maker and make your case, you win regardless of the team. I like your article but one should be careful stating absolutes. I like your enthusiasm and you make some good points. However, what you state is not always true. Sometimes, the buyer buys because the sales person touches a nerve. This is especially true when you work for an IBM, HP,CA, or BMC. If you get to the decision maker and make your case, you win regardless of the team.

I like your article but one should be careful stating absolutes.

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