Business and Real Estate

I want to share with you what sets this presentation indicating how the buyer should behave. The presentation is called the 7 habits of highly effective buyers of consumer goods, FMCG (Fast Moving Consumer Goods). I literally translate each of the concepts. It is interesting to validate whether their sales processes can become successful within this framework of buyer behavior as outlined in this presentation. This is the pattern of current buyer:

Never show enthusiasm. Remember that the seller is paid for selling, not make life easy to show that you and I make a decision in his favor, then work hard to close the deal, always remember: at the beginning of the negotiation always be skeptical, inert and hesitant, do not show your emotions, show skepticism.
Always show a negative reaction to the first offer. This tactic is very effective if used every time you offer something, never recognizing that make you an offer that is “open”, “seductive”, “better than those of competitors.”
Ask the impossible. Always in the first negotiation, ask much, much more than they can finally negotiate. There are good opportunities that many of these claims are within the capabilities of its counterpart, you should insist on great advantages for your company and if you give a little in a couple of trading sessions, its counterpart will be happy to have achieved this and feel like a winner.
Refer to your head. A negotiator is never shown as the only one who can make the decision. Always indicate that you should consult with your manager and obtain approval for a final decision, this gives you some time to evaluate their decision and return on those issues that have been closed altogether.
Pretend to be an “Idiot”. Ask your provider to explain in detail the offer and tell them do not understand, surely feel sorry for you and explain the offer again, pretending to be an “idiot”, you try the patience of your ISP there is no better way to embarrass your provider to use this technique
Do not give anything without getting something in return. When the provider requested an “Act of Goodwill”, do not do without something in return, “If I do that for you, what do you do for me?” This mechanism allows you to make good business without having to be proactive , its counterpart will get used to you never give anything without anything in return.
You always willing to stop the negotiation. Remember that you can stop trading at any time, only to stand and withdraw from the meeting room, push your partner into seeing that the option is to make concessions or lose the business opportunity with your company, what is interesting about this situation , plus you can stop trading at any time, is that your partner feels guilty about this, is part of its strategy.

If this is the behavior of buyers in the market is detected, it is important to validate their business processes and the people who run it are properly alienated business relationships to develop this type of scenario. From a CRM perspective, the important thing is to understand very well the purchasing process, the variables involved and what the customer expects. In this way, you as leader of the CRM initiative can define the adjustments and changes necessary to properly fulfill what Ted Levitt defined as “Create Clients”.

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