Articles tagged with: buyers path
Behaviors aren’t rational
Science, sales, negotiating, and the prison system – not to mention neuromarketing, neurosciences, and decision making sciences – have a base-line belief that there is a ‘rational’ way to recognize choice – rationality assumed when the ‘appropriate information’ is available to decide with.
In other words, when choices are made that go against what the world […]
Make the vendor an active partner from early in the buyer’s decision path
Because choosing a solution is the last thing a buyer does, the vendor isn’t an active partner at the point the most important decisions get made. We like to think that because we gather good data, deeply understand pain, and have a relevant solution, we’ll be considered an ‘active partner.’
SELLERS ENTER TOO EARLY
We fail to realize that we are […]