Karen Green: Buyer-ology: Know your buyer, sell more and sell better

<p>The good news is corporate buyers are human!</p> <p> </p> <p>They want to avoid potential pain which may include loss of control, loss of approval, loss of status or even losing their job.</p> <p> </p> <p> Getting it wrong could result in these consequences but if they get it right they move towards potential status, money and success.</p> <p> </p> <p>But the brain is not as linear or logical as we think and a large proportion of decisions are made by the subconscious involving emotion. </p> <p> </p> <p>Karen explains that the art of Buyer-ology is the science of knowing your buyer so you can tailor your selling approach to move them from current pain to future pleasure.</p> <p> </p> <p>She shares the BUYER model to help structure activity to achieve this.</p> <p> </p> <p>Do you understand your customers enough to do this?</p>