May 01, 2015

In the book Smarter Selling by Keith Dugdale and David Lambert, they talk about the three types of buyer: Budget Buyers, Deal Hunters and Value Buyers. The first group seek the cheapest price they can get and are not as fixed on the quality of what they are buying. They generally get three quotes and go for the cheapest. The last group is prepared to pay for quality, the potential utility of that product or service, the valued relationship with the vendor, and the chance to move at a time that is right for them.

Deal Hunters look for value but will wait until an opportunity arises; like buying at the after Christmas sales.

The premise is to try and convert Budget Buyers to Deal Hunters and Deal Hunters to Value Buyers and invest time in the relationships accordingly.

With the economy still not exactly flash, this end of financial year, we’ve got something for all three. With the discounts we are giving on our EOFY sale, Budget Buyers will be able to train like Value Buyers and Value Buyers will be able to stretch their budgets even more.

Deal Hunters you probably have already sussed this out and have been ready to pounce.

We look forward to seeing your staff in the classroom in the new financial year.>