Sales Attitude &Consumer Behavior

People Don’t Buy ProductsThey buy the person selling it

Become A Consultant

Sell yourself First Customers are looking for a solution They may not know their problem They don’t buy the features

Never Take No For An Answer

No means not NOW

No means not YET No means not this

ONE

Build Relationships

Serve, Don’t Sell

Value them as Human Beings

“Once You think you’re at the mountain top, you stop climbing”

Problem Recognition

Information Search

Evaluation of

AlternativesDecision

Post Purchase

EvaluationCustom

erBuyingBehavio

r

AS ONE DESIRE IS SATISFIED ANOTHER PROPS

UP

Customer Desires Can Never Be Satisfied

Some times Customer

Might Take a Rational DecisionBut Mostly It is the Emotional Decision

BECAUSE MORE THAN 1 BUYER IS INVOLVED

Selling to Company is different from selling to Individuals

DIRECT BUYING CENTERS

Users The actual members who are going to use your products or services

BuyerThe company representative who is going to interact and carry on the transaction with you.

DecidersThese are the actual decision makers who will taking a decision to buy or not

INDIRECT BUYING CENTERS

InfluencerThey are not the actual decision makers. But their opinion matters in certain purchase decision either because their expertise on the matter or decision maker’s trust on them.

GatekeepersThese people have no control over the decision making process, but they control the access to decision makers & their influencers.

Buying Motives of Business Buyer

Efficiency

Economy

Good Quality

Simplicity

Sale Ability

Steps in Business Buying

Problem Recognition

General Need Description

Product Specification

Supplier Search

Proposal Solicitation

Supplier Selection

Order Routine Specification

Performance Review