Exploring Four Different Types of Buyers
An Informative Interview with Nelson Hyde About How to Identify and Deal With Different Buyers
In the midst of a negotiation, it's all-too-easy to succumb to the fear of losing the deal. In order to win without giving up too much, it's important to understand who---exactly---you're dealing with. In this expert interview with Nelson Hyde of Holden Advisors, you will learn about:
- The four different types of buyers that you are likely to encounter in the marketplace....or that you're dealing with today.
- The tell-tale signs that each buyer will exhibit that can help you understand who is really sitting on the other side of the table.
- What's actually important to each type of buyer...no matter what they say...and why they're incented to pretend otherwise.
- How to determine when you should walk---or maybe run---away from those so-called "opportunities" that present themselves.
This interview is just one of hundreds of educational resources you get access to as a Marketing Ops Journal subscriber.
More Subscriber-Only Resources From Our Library
-
The Marketing Research Analysis Guide
The Marketing Research Analysis Guide will help you interrogate your marketing research findings to gain strategic insights and identify opportunities for truly meaningful action.
View This Tool -
Creating More Powerful Sales Proposals
Delivering a proposal is often the final "yes/no" step that every other sales and marketing activity is leading up to. We spoke with Reuben Swartz about how to create sales proposals that win more business at higher margins.
View This Interview -
Selling Value More Confidently in Seven Steps
Salespeople need to be confident in themselves and in the value of the offerings they’re representing. This tutorial helps you give your sales team the confidence they need to sell effectively while maximizing revenue and margin.
View This Tutorial -
Seizing the Pricing Opportunity Before Someone Else Does
In this conversation with David Bauders, the Founder and President of Strategic Pricing Associates (SPA), you'll glean insights and tips from his experiences working with hundreds of distributors and manufacturers.
View This Interview
