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Buyer Modes
In this video, we discuss the 4 different buyer modes that buyers go through when they think of the various products and services that they buy.


 

In this video, we discuss the 4 different buyer modes that buyers go through when they think of the various products and services that they buy:

  • Even Keel – a buyer believes they have things handled since their current state and desired future state aren’t very different
  • Overconfident – the buyer’s current state exceeds their needs for the future state
  • Growth – a buying system in a growth mode that is optimal for success in sales
  • Trouble – the current state is declining, and the future state has a growing gap