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