Three Types of Buyers That Don’t Buy On Price
Learn How to Identify Three Types of Buyers Where Additional Discounts Won’t Actually Help You Win the Business
Extensive research shows that despite the sales lore, pure price buyers are typically no more than 20-30% of any given B2B market. But customers have learned that if they complain loudly enough about price, they might get a break --- even if they are secretly willing to pay more. In this diagnostic by Chris Mitchell of Holden Advisors, you'll learn:
- How to identify a buyer that takes a long-term view of their vendor relationships and values quality and collaboration.
- How to identify a buyer that's really willing to pay a higher price as long as they're confident they're getting more value.
- How to identify a buyer that's actually just pretending to be a price buyer in order to get the lowest possible price.
- How to identify a true price buyer that really does want the lowest price and is willing to give-up value to get it.
This diagnostic 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
-
Why Companies Win and Lose Strategic Sales
What can analysis of over $6 billion worth of deals teach you about why companies win and lose sales? And what does the research say about the actions that can help you win more and lose less?
View This Research -
Exposing the Power of Price Elasticity in B2B
Price elasticity is incredibly underutilized and often misunderstood. Barrett Thompson explains the nature of price elasticity in B2B and how you can use it to set better prices with far less risk.
View This Interview -
How to Craft Effective Strategic Value Messages
How do you get prospects to recognize, understand, and believe the value of your offerings? This tutorial shows you how to get beyond the platitudes and develop compelling messages that highlight your differential value.
View This Tutorial -
Maximizing the Effectiveness of Sales Training
Research shows that most sales training programs just don't "stick" over the long term. In this on-demand training session, we explore proven strategies and critical steps for developing effective sales training programs that have "stickiness" built-in from the very beginning.
View This Webinar
