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.
More Subscriber-Only Resources From Our Library
-
Selling Value More Confidently in Seven Steps
Salespeople need to be confident in themselves and in the value of the offerings they’re representing. This tutorial helps you give your sales team the confidence they need to sell effectively while maximizing revenue and margin.
View This Tutorial -
Crafting Effective Strategic Value Messages
This tutorial shows you how to get beyond the platitudes and develop compelling messages that highlight your differential value.
View This Tutorial -
Exploring Account-Based Marketing and Sales
While the promise of account-based marketing and sales is certainly compelling, it's important to get beyond the hype and understand what ABM really is and what it can really do for you and your company.
View This Webinar -
Finding Margin Leaks in Your Sales Processes
Of course, every sale is the result of a process. And with any process, the quality of the final product is influenced by the raw materials. This diagnostic helps improve revenues and margins by identifying the root-causes of erosion in your sales processes.
View This Diagnostic

Why Subscribe?
When you join your peers and become a SellingBrew Playbook subscriber, you get immediate access to this diagnostic as well as all of these other features:
- Training WebinarsDozens of on-demand webinars covering crucial sales ops topics with new webinars every few weeks
- On-Demand LibraryA searchable library of hundreds of concise guides, tutorials, cases, assessments, and research reports
- Expert InterviewsLearn from others in sales who’ve “Been There and Done That” through our Expert Interview Series
- Help DeskAsk our team of analysts for advice, insights, and perspectives on your specific sales ops challenges