Difference between revisions of "Chapter 2, how buyers decide to buy"

Revision as of 19:04, 27 August 2020

Chapter 2, how buyers decide to buy

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-People buy to solve a problem. There are:
+Chapter 2, how buyers decide to buy
-* Real problems
-* Perceived problems
-The role of the sales person is to:
-* understand the customers problem,
-* possiblly help them understand their problem better
-* walks them through possible solutions
-* evaluate the options
-* helps them select the best option to solve their problem
-[[The path to purchase|The path to purchase]] describes the steps any customer/buyer goes through when he/she decides to buy.
-Key points of the chapter:
-* Customers buy to solve a problem
-* Some problems are real, some are perceived
-* Many problems have an ''image'' or [[Brand|Brand]]@mbi component to them
-* Customers go through a predictable process [[The path to purchase|The path to purchase]] in any buying decision
-* Customers don't buy products or services but ideally buy solutions
-* The sales person with the best solution to the problem gets to make the sale
-* The customer alone decides what the solution is.
 [[Category:howtomakethesale]]
 [[Category:How you make the sale]]