A survey has been conductedthat determines the top 5 challenges that salespeople face today in closing sales. They are namely:

1. Long decision timeline

2. Competing with a lower-priced competitor

3. Too many competitors

4. Little interest from customers about product/service

5. Getting through to the decision makers  

Very often than not, salespeople are so focused on pitching the sale and closing the deal, they fail to read and understand their consumers. This leads to them lengthening their own sales cycle and not be able to tell if prospects are giving them a false objection. Thus it is vital to understand consumer behaviour to implement more effective sales and marketing strategies.

What is consumer behaviour?

Consumer behaviour is the psychology of marketing that studies the way people purchase, use, evaluate and dispose services and products. Understanding consumer behaviour helps one determine why consumers choose a particular product or service over others. Consumers seek and purchase...