Know the difference between buyers and decision makers
Know the difference between buyers and decision makers
Decision Maker: A decision maker is the person who ultimately decides if the purchase is made or not.
A person can be either or both. Just because a person is shopping alone doesn’t mean they are both. They could be a buyer but the decision maker isn’t with them or vice versa.
We often tend to focus more on the person who is probably showing interest in products or services you display or demonstrate and neglect the one who accompanies them. Let us understand with this an example.
A couple hunts into mens garments and the gentleman trying various outfits on him. Your sales person is focusing on him, displays the garments your store have and pays no attention to the lady. Now, the lady is the one who is going to take the decision which suits his husband (means to buy or not to buy).
Instead of overlooking the lady, involve her while you offer garment to the gentleman and perheps ask the lady, “Don’t you think this will look good on him”.
Involving decision makers is a sure-step process towards closing the deal.
Know the difference between buyers and decision makers - To learn more about this author, visit Nilesh Shah's Website.
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Buyer: A buyer is a person or persons who wants to purchase a particular product or products.
Decision Maker: A decision maker is the person who ultimately decides if the purchase is made or not.
A person can be either or both. Just because a person is shopping alone doesn’t mean they are both. They could be a buyer but the decision maker isn’t with them or vice versa.
We often tend to focus more on the person who is probably showing interest in products or services you display or demonstrate and neglect the one who accompanies them. Let us understand with this an example.
A couple hunts into mens garments and the gentleman trying various outfits on him. Your sales person is focusing on him, displays the garments your store have and pays no attention to the lady. Now, the lady is the one who is going to take the decision which suits his husband (means to buy or not to buy).
Instead of overlooking the lady, involve her while you offer garment to the gentleman and perheps ask the lady, “Don’t you think this will look good on him”.
Involving decision makers is a sure-step process towards closing the deal.
Know the difference between buyers and decision makers - To learn more about this author, visit Nilesh Shah's Website.
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Kim CastleWith nearly two decades in the advertising and design business, with clients like Domino's Pizza, General Motors, Direct TV, Pedigree, Wolfgang Puck, Higher Octave Music, Hollywood Celebrity Products, Disney, and Paramount, as well as thousands of entrepreneurs around the world define, structure, communicate, and position their business for greater profits, BrandU(R) co-creators Kim Castle and W. Vito Montone discovered that entrepreneurs could experience the same power that big brands command for a fraction of the cost with the world's only process-based results-drive Integral approach to business creation. BrandU(R) is helping entrepreneurs grow with the power of extreme clarity from idea...to brand...to market(TM) and helping one million entrepreneurs become successful and whole so that they can make a difference in the world. Are you one of them? If you want to experience clarity all the way to the bank(TM), get started now at http://www.brandu.com. - Visit Kim Castle's Website |
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