They go for extreme degree of calculations. They are number cruncher maniacs. They suffer from “analysis paralysis”. They believe in only one thing: cost/benefit ratio. They are “2-plus-2-is-equal-to-4” kind of people. They will not pay heed to your flashy presentations or how enthusiastically you shake hands with them or how frequently you take their name or how hard you impress them with usual salesman’s gimmicks. If you are not talking to them in their language, you kill the sale.
Ants are the most conservative buyers. They are not easily swayed or moved by salesman’s eloquence or gift of the gab. They want to make sure that whatever salesperson is presenting is 100% truth and there is no fluff or spice. They want absolute proof of the authenticity of the product.
Very interesting species of buyers! They are fond of proving their buying capacity but are very much coward to take actual decisions. They live in fear of being labeled as playing favorites with vendors. They come one step forward and then move two steps backward. They don’t show courage to take independent decisions because of fear of internal politics. They keep on delaying things. It is very important for the salesperson to identify their jackal behavior. They howl a lot about their needs but when it comes to execution, they make excuses of budgets; timing or the boss is not available.
These are the ‘corporate show boys’ and most dangerous and time wasting creature. They have zero authority, zero budgets and absolutely no say in the decision making process. But they project themselves as if they are the linchpin of the organization and they are the one who run the show. They call salespeople, ask them to deliver presentations and keep on inviting proposals after proposals. They boast about their power, they show off their assertiveness but the fact is they are most useless people in the organization. Whenever, salespeople ask for closing the deal, their usual excuse is either they are too busy or boss is not available for final discussion. But they keep the salespeople hooked to false hopes.
They are the mean category in business organizations. They are the greedy kick-backers. They bark a lot over non-issues. They will exhaust the salespeople with follow-ups, proposals and visits. But if you throw them a ‘bone’, they are very loyal and ardent advocates. You will find such people in many organizations.
Pigs are worth killing! You will find in often places. Whatever you do, what you offer, they are obstinate and least convinced. They play dirty; they discourage you; they are disrespectful to your product, your organization and even to the profession of selling. They do a lot of bad-mouthing and are chronic and incorrigibly negaholic people.
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