Sales Operations Best Practices, Research Reports, Training Courses and Webinars

SellingBrew

Subscriber-Only Diagnostic

Already a subscriber? Login

Subscribe and get immediate access to this diagnostic, full access to our research library, and much more...

Three Types of Buyers That Don’t Buy On Price

Learn How to Identify Three Types of Buyers Where Additional Discounts Won’t Actually Help You Win the Business

Extensive research shows that despite the sales lore, pure price buyers are typically no more than 20-30% of any given B2B market. But customers have learned that if they complain loudly enough about price, they might get a break --- even if they are secretly willing to pay more. In this diagnostic by Chris Mitchell of Holden Advisors, you'll learn:

  • How to identify a buyer that takes a long-term view of their vendor relationships and values quality and collaboration.
  • How to identify a buyer that's really willing to pay a higher price as long as they're confident they're getting more value.
  • How to identify a buyer that's actually just pretending to be a price buyer in order to get the lowest possible price.
  • How to identify a true price buyer that really does want the lowest price and is willing to give-up value to get it.

This diagnostic is just one of hundreds of educational resources you get access to as a SellingBrew Playbook subscriber.

Subscribe & Get Access

More Subscriber-Only Resources From Our Library

  • How to Tackle Trade Tariffs

    In this insightful conversation, Sean Arnold helps us sort through the issues and understand our options when addressing the latest addition to our list of challenges: trade tariffs.

    View This Interview

  • Closing the Skills Gap in Sales Negotiations

    In this Expert Interview, Jason Levinson discusses the latest methods and innovations in negotiation training for salespeople. Closing the negotiation skills gap is not a hard as you might think!

    View This Interview

  • Developing Sales Ops Leaders

    How do we develop the next generation of sales ops leaders? How do we equip our team members to take on more responsibility? And how do we do it all as a matter of course rather than as an afterthought?

    View This Webinar

  • Arming Sales to Protect Value

    The balance of power in quoting and negotiations has clearly shifted in the buyers’ favor. In this report, we highlight seven approaches B2B companies are using right now to help their salespeople protect value and margins against today's savvy business buyers.

    View This Research