selling strategy
Which Buyer Are You Selling To?
Sat, 02/20/2010 - 4:41pm | by kevansI found an excerpt from Sales Board chairman and founder Duane Sparks in which he says that we typically run into three types of buyers.
First is the Specialist. This person’s role is to screen options and their job is to make recommendations. They focus on specifications. They are usually in a staff position. Their power is knowledge. They want to advance their career and enjoy their job.