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Learn How Your Customers Buy

It is important to understand how people make decisions when you want to influence the decision they make

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Learn How Your Customers Buy

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  1. Learn How Your Customers Buy

  2. It is important to understand how people make decisions when you want to influence the decision they make

  3. You will want to know his or her decision strategy. A decision strategy is the process a person typically goes through in making a certain kind of decision.

  4. Any given individual may have several decision-making strategies for different kinds of decisions, such a buying a car, purchasing a computer, approving budgets

  5. Decision strategy into three phases: 1. Motivation In this phase a person becomes interested in considering making a decision. The person is ‘deciding to decide’

  6. 2. Decision • Once interested, the individual in this phase decides on a particular course of action. • The decision not to do something is also a decision and gives you as much useful information as the decision to go ahead with a particular course of action.

  7. 3. Verification • Here the individual verifies that his or her decision was or was not a good one.

  8. For More Details Visit http://www.salesxcellence.com/

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