Four Types of Professional Buyers

Four Types of Professional BuyersFour Types of Professional BuyersIf you sell B2B, you probably absprache with a lot of professional buyers. Buyers are responsible for finding materials for their companies, and they can literally lose their jobs if they make a bad deal so they take purchasing very seriously. Experienced buyers know more about sales than many salespeople. Using sales tricks and manipulation tactics on a professional buyer is usually a bad idea, as theyll spot these tactics immediately and wont be happy. Instead, the best way to sell to a professional is to figure out what motivates them and then supply it. Different fonts of buyers tend to be motivated by different drives and goals, so being able to spot each type early in the sales process is crucial. The Number-Cruncherbei These buyers are driven by facts and figures. Their goal is to collect information and use it to build a model of the market as it stands. Then they will use that model to acquire the best p ossible product at the best possible price. Facts collected during the purchasing process will be used as ammunition, later on, to soften up the salesperson and get a better deal. Number-crunchers are usually quiet and unemotional during the early stages of the sales process. They rarely offer objections, knowing that silence usually causes salespeople to talk more (and possibly spill details that she can use later). Because number-crunchers live and die by analysis, they tend to take a long time to come to a decision and will almost never be willing to close during the first (or even second) appointment. They often have a background in finance or business studies.?? The good nachrichtensendung about this type of buyer is that if you have the facts on your side and can prove ways in which your product is a better value, you will have no trouble closing a deal. Provide lots of provable details and numbers showing your points. Testimonials, references and customer stories are extremel y helpful because they back up what youve told her. The Intimidator Intimidators use their position to bludgeon a good deal out of the salesperson. This is the buyer who will shout down, threaten or otherwise show open hostility during a presentation. His goal is to get the best possible price by whatever means necessary. In a way, this buyer is a mirror image of the stereotypical salesperson who uses manipulation and deceit to get the sale, and he may, in fact, believe that this is how all salespeople operate hence his attitude. Intimidators rarely have a strong background in purchasing and usually slid into a buying role by chance because the job was there. An intimidator is best handled by giving him the illusion of control. He wants to feel powerful, so let him. Plan on offering some kind of price deal or throwing in a special offer, as intimidators are insulted by the notion of paying full price for anything. Also be aware that because intimidators are very price-focused, the product they choose might not be the one that is best for the end users so you may end up with a canceled sale once someone actually starts using the product. The good news is that a buyer who is completely out of touch with the companys needs probably wont last long in that position. The Engineer Buyers who come from a technical or RD background are usually more interested in how a product works than in anything else. They will focus heavily on technical details and product features and are very by-the-book buyers. Like number-crunchers, an engineer is a very fact-oriented buyer, but her focus is more on how the product works than on what it does. Engineers will respect salespeople who understand the technical details of their products and will be an easy sell for salespeople who also have technical backgrounds. In fact, once the engineer decides that a salesperson knows what hes talking about, she will take everything he says at face value and will assume that the offered price is a good one. She probably has an excellent relationship with the products end users and her main goal is meeting their needs. Salespeople dealing with an engineer should feed her hunger for technical details with spec sheets, white papers, and so on. A tour of your factory or engineering department will also make her very happy. The Talker Talkers believe that they know everything there is to know about the market, and they relish sharing that knowledge. They often have a strong commercial background and are not stupid people, just convinced that they are smarter than everyone else. A talker is easily recognized by the fact that he will take over a meeting and go on and on, sharing facts and stories while hardly letting you get a word in. This can make them challenging to pitch, but the good news is that if you listen you can usually pick up all the clues you need to identify his motivations and then tailor your benefits to match. The best way to handle a talker is to share snippets of information that will nudge him in the right direction. Youll need to prime him early in the sales process because once you reach the final negotiation stage hell have shut down completely and wont listen to any counter-argument you might make. Talkers also respond well to validation. Remember, they like to think theyre market gurus, so agreeing with his wisdom and/or bringing up details that back up what hes said earlier will win you serious approval.

Make Resumes Stand Out with JobLander

Make Resumes Stand Out with JobLander Make Resumes Stand Out with JobLander The app does this by using customizable infographics, which turns rather boring data into brilliant graphics representing education and work experience. With the stiff competition in todays job market, utilizing such an out-of-the-box idea gives you an advantage over the other 99% of people who use traditional resumes.It is no secret that todays HR professionals are looking for those who stand out of the crowd. It is not uncommon for over 100 resumes to pour in for one advertised job, making the job selection difficult. Of course, education and work experiences are important, but going the extra mile to utilize an infographic to add flair to a resume speaks volumes. It shouts uniqueness, creativity, drive, and good old-fashioned guts.Currently, with the economy still in a lull, JobLander is waiving the usual $2.99 fee and is available free for a limited time. It is available for the iPhone and the iPad as w ell. Take full advantage of this free app and watch your resume go from drab to fab If youd like to find out more about this app, go to JobLander.co.

What to Wear to an On Campus College Job Interview

What to Wear to an On Campus College Job InterviewWhat to Wear to an On Campus College Job InterviewA campus job bewerberinterview can be challenging to dress forsince there are a lot of different types of positions available on a typical college campus. While the specifics of what you wear might vary, you should aim for an appropriate and polished look at all times. Dressing Up (or Down) for the Job Interview You may need to adjust the everyday outfit that youd wear to class or the dining hall in order to appear interview-ready. Although that certainly doesnt mean you have to wear a formal suit or carry a briefcase, you should take the extra few minutes to look nice for your interview whether that means putting on a nice pair of earrings, polishing your shoes, or ironing your shirt. For most campus interviews,business casualwill do just fine. Think along the lines of a more professional version of an outfit you might typically wear out to dinner. For example, a wrinkle-free pai r of pants and a button-down, polo, or sweater will do nicely. Unless youre interviewing for a more formal type position, like an executive assistantship in the Deans Office, then tailored, dark-wash jeans or colored slacks are okay, too. Just make sure theyre in good condition and not wrinkled, torn or stained. Men might opt for a decent pair of dress shoes, and women can choose between flats or dressy boots, depending on the weather. While its generally a good idea to avoid sneakers, high heels or extremely formal mens shoes arent necessary for most jobs on a college campus. Just make sure your shoes are in good condition and not scuffed. You may want to invest in some shoe polish and clean them up before your interview. When youre putting together an outfit, a good rule of thumb is to think back to your college admissions interview. That same style of dress generally works for campus job interviews, too. The best part is that you wont need to buy a new outfit if you mucksmuschens till have the clothes you wore then. What to Wear for a Campus Job Interview Even though its a campus interview, you still want to look nice, so dont wear your sweatpants or pajamas even if youre coming from an 8 a.m. class. (And no flip-flops or fuzzy slippers.)Be discriminatory when wearing your universitys logo gear. Interviewing with theathletics departmentsor vying for a spot as atour guide? Youd probably be okay wearing a nice crew neck sweater with your schools logo on it, but its best to avoid hoodies or anything too casual.Adjust your level of formality to the type of position. For example, if youre applying to be a lifeguard in the university gym, you can dress more on the casual side of business casual. However, other circumstances like an interview to be a Deans Ambassador, or to work in public relations for the alumni organization might call for a tailored look. Keep your accessories, such as jewelry, makeup, and perfume or cologne, to a minimum. You want the foc us to be on you, not on your fashion sense and theres no reason to go overboard.Dont be afraid to ask your interviewer about the schreibstube dress code if you have any lingering doubts. When youre scheduling your interview over the phone or via email, its okay to ask something like, Also, I was wondering if the office had a dress code? Your interviewers answer should give you a good sense of what to wear. Remember that although your attire is key to making a good first impression, you have to be able to act the part in addition to looking it. Brush up oninterview questions and answers, proofread yourresumeand print a copy for your interviewer, and review thetop interview tips, includinginterview tips for college students, before the big day.