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Transactional Buyers vs Relationship Buyers

Buyers tend to be transactional-oriented or relationship-oriented. Transactional buyers are concerned about today’s purchase. They do a lot of research investigating the product they are considering buying and consider himself or herself a product expert. They are not concerned about service, trust or relationships. They are concerned primarily about price and terms. They enjoy negotiating […]

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First Impressions Are a Moment of Truth

By Mike Dandridge It was a joke, really. A sheet of eight and a half by eleven paper, probably a photocopy made at a customer’s office, that hung behind the sales counter for years. You’ve probably seen it. It’s a black-and-white sketch of three generic cartoon characters, their mouths wide open, doubled over, expressing hysterical […]

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