Buyers have a Buying System.
Who's in Control?

Last month we shared the first step of the Buyer’s System and how buyer’s will mislead salespeople, primarily because of past experiences. Now let’s take a look at the last three steps which focus on staying in control. Then next month we'll get into the strategy behind the proven ABC System.

The Buyer’s System - Who's in Control?
One of the biggest problems in sales is that salespeople are so knowledgeable about their organization products and/or services, they feel they have to give that information away, even if the client doesn’t ask for it. I like to refer to this as free consulting. For some reason salespeople feel the more information they give the more sales they will get. Buyer’s like this about sales people. It gives them a chance to stay in control. Think about it, do you freely share your knowledge with the prospect?

The Professional Sales person knows that one of the primary components of selling is to continually grow their client base. This can be done in a variety of ways.

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Hey Bob!

Guess what? I did it! I completed and submitted my final graduation project on 9 Sep (due on 30 Sep). I'm now a free bird, now in the stage of REWARDING MYSELF by living the life I've been deprived of since Nov 03. You remain my inspiration always Bob!

Regards, Sharbina

P.S. Happiness lies for those who cry, those who hurt, those who have searched and those who have tried, for only they can appreciate the importance of people who have touched their lives...

Bob Urichuck Management (BUM) is a team of International Professional Speakers, Trainers/Coaches and Authors who partner with organizations to get bottom line results through customized keynotes, ongoing results-oriented training programs and coaching in the areas of Business Development and Performance Improvements through an ongoing disciplined approach to leadership, motivation, sales and teamwork.