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Articles tagged with: buying patterns

The 5 selling mistakes that lose business
Monday, 27 Feb, 2012
The 5 selling mistakes that lose business

1. Starting the sales process by attempting to get an appointment.
I know that Dale Carnegie told you to meet face-to-face. But what else are you doing that was initiated in 1937? Oh. That’s right. The typical sales model of focusing on solution placement.
Buyers only buy when their entire Buying Decision Team is on board and […]

It’s Not The Economy: It’s Your Selling Patterns
Monday, 20 Jul, 2009
It’s Not The Economy: It’s Your Selling Patterns

Buyers buy using their own buying patterns. Unfortunately, sellers lose a lot of business by using their own selling patterns: if the seller’s selling patterns don’t match the buyer’s buying patterns, there will be no sale, regardless of the proximity of the seller’s solution to the buyer’s need.
With so much confusion and risk management slowing down sales, maybe it’s time […]