Who and what our buyer?

There is much literature on sales and sellers: what to say, how to argue, how close a sale?, What to do in front of a client and not to do, but very little about the buyers.

Some time ago I wrote a post entitled “Methods of negotiation: The tricks of good buyers,” he described eight possible ways in which a buyer can act. At that time someone said it was a traditional way of addressing the relationship between buyer and seller and forgetting about the famous strategy of “win-win” where buyer and seller are not opponents but partners seeking a satisfactory outcome for both.

At this point, I think it might be interesting to go deeper into the profile you may have a buyer, who actually buy and what position we take as vendors in each case.

* The beginning: This type of buyer is characterized by detecting knows your business needs, knows how to meet those needs known to search the market dealer can offer the product or service. If, as a rule, to be sellers, we are obliged to meet competition, with this type of buyer more if possible.

* User: In this group fall those who use a product or service purchased by the purchasing department and may indirectly influence to tilt the balance between one and other vendor. Our job as marketers will learn first-hand opinions of our product with these “invisible guests.”

* The Technical: For your training can have an appreciable influence on the decision to purchase. When we know that our products or services are a “technical filter” we must not only be concerned with knowing that covers technical requirements for our client but we must go further and know that it also provides solutions to customers of our buyer.

* Controls: Controls the information internally and defends the positions of the vendors if they are reasonable. If we sell to companies with people who tend to play this role in buying commissions must find out who they are for, from a standpoint of honesty, provide as much information as possible.

* The Trade: The buyer 2puro and hard, “directly and regularly deals with vendors. They are expert shoppers with great authority and they know perfectly try to vendors. Our attitude as a vendor must pass, inter alia, by: listen, ask questions, and make things right, to show what we say, negotiate, persuade, loyalty, and to provide high quality service, etc.

* Decision-makers: Perhaps the most difficult because they can be persons occupying positions of management or purchasing committees have the final word. We will have great success as sellers if we can go directly to these levels of decision. We must try and “lesser evil” to know and understand their real needs.