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 Revenue Marketing Center of Excellence
With revenue marketing gaining popularity, many are wondering what kinds of organizational structures will best support the transformation. In this interview, Debbie Qaqish of the Pedowitz Group explains why the Center of Excellence model makes so much sense for revenue marketing.
View This Interview -
Using Analytics to Drive Strategic Marketing Decisions
In this guide, you'll learn how to look at sales and marketing performance in a different way, use analytics to answer much more powerful questions; and identify your company's real strategic "sweet spot" in the marketplace.
View This Guide -
Delivering Answers to the Point of Sale
Our latest research has shown that more data and tools for the field won't improve results. This tutorial reveals a more effective approach for getting salespeople to use data and analytics to make better decisions.
View This Tutorial -
Three Types of Buyers That Don't Buy on Price
Research says that 60-70% of buyers aren't price buyers---lower your price for them and you just give margin away. Learn how to identify the types of buyers where additional discounts won't help you win the business.
View This Diagnostic
