In this post, we discussed how to identify the different types of buyers in a complex sale, and how to use the questions they ask to pinpoint what their buying concerns are. Understanding each type of buyer’s decision criteria is key to winning the business.
This can be challenging, even if everyone involved is a relatively easy-going person. But sometimes, there are personality factors that can make this process a bit more complicated. That’s what happens when one of your buyers is a power broker or an antagonist.