Page 34 - engage workbook

5

buyers

The emerging best practice is to focus
on what’s called the “Buyer’s Journey”
in a way that leads the buyer down
a cognitive journey of discovery and
decision.

Read & Bistritz, authors of
Selling to the C-Suite

Motivation

• Price-buster
Type
• Deal-hunter
• Economic
• Value-buyer
• User

• Technical

Role Pressures

• Anti-sponsor • External

• Gatekeeper • Internal
• Sponsor • Social

• Coach

We know that buyers buy according to their buying patterns.
Before now, there have been enough buyers who matched our
selling patterns. But we can’t play those odds anymore.
Now we must eschew our selling patterns and match their
buying patterns.

Sharon Drew Morgen, author of
Dirty Little Secrets

29 engage-universe.com