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Understanding the Buyer: Today´s Simple, Cutting-Edge Sales Techniques
E-books / Sales Management / Nov 22, 2018 / Posted by Nikolaus Kimla / 4650

Understanding the Buyer: Today´s Simple, Cutting-Edge Sales Techniques

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Going back to the earlier part of the last century, sales was traditionally fraught with—and seen as—trickery. It seemed that the most clever salesperson, the one who consistently got the highest numbers, knew how to manipulate prospects.

In the 1960s this began to change, when pioneers such as Zig Ziglar sought to raise the reputation of salespeople. His philosophy was to actually help a prospect, rather than use tricks to force a sale. Other sales methods followed that took similar tactics to be honest with customers and actually solve their issues.

Then the advent of the internet changed everything totally. Now a prospect could find out all about any company, and any salesperson, who was attempting to sell to them. Buyers could now conduct extensive research into a product or service before ever talking to a salesperson. And a company and salesperson’s reputation preceded them—they operated dishonestly at the risk of losing business forever.

Today sales truly is all about understanding the buyer: their pain points, their needs, their wants, their desires. Then it’s a matter of listening, and precisely delivering what will help them solve their issues.

It’s interesting that understanding and helping the buyer is something that the truly great salespeople have always done—but in today’s digital and highly competitive sales landscape it must be part and parcel of every salesperson’s toolkit.

In this ebook Nikolaus Kimla provides you with the basic essentials of knowing the buyer—what that means for the seller, the buyer, and meeting the buyer in the middle.

About Author

CEO and partner of pipelinersales.com and the uptime ITechnologies, which I founded in 1994 and has since played a significant role in the development of the IT-environment. pipeliner is the most innovative sales CRM management solution on the market. Pipeliner was designed by sales professionals for sales professionals and helps close the gap between the requirements of C-level executives for transparency and the day-to-day operational needs of field and inside sales. I am also the founder and Initiator of the independent economic platform GO-AHEAD!, which orientates itself on the principles of a free marketplace in terms of liberal and social responsibility. Connecting people, the trust of business leadership in terms of values such as freedom, self-responsibility, and entrepreneurial spirit, and strengthening their awareness in order to create a dynamic boost within the economy triggered through spontaneity, all stand for the initial ideas surrounding GO-AHEAD! I studied in Los Angeles and Vienna and received my Masters's Degree in 1994. I am married and have 3 children My Specialties are in: Sales Management, Sales CRM Software, CRM Cloud Solutions, SAAS, Business Strategy, Software Development, "Pipeline Management", Social responsibility, outbound sales, b2b sales, inside sales, sales strategy, lead generation, sales process, entrepreneurship, coaching, mentoring, speaker, opportunity management, lead management, Austrian School of Economics

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