So this is how you work with an emotional buyer. Go through it. Try to embed it in your hearts and minds. It's very important. And it's not a surprise, that's an emotional buyer. You will need time to build that relation you need time to to make him feel confident and to trust you.

So you have to invest in their personal in the person behind the purchaser will be demanding. But of course, it's up to you to see what are the potential gains. If this is a customer that it's small and doesn't have grow ambitions that don't expect to grow in the next couple of years. So don't don't waste your energy. Try to focus on some other customer But what if this is a customer with big potential where you could sell much more, but you're on a deadlock because the buyer is very emotionally blames on you put it on you, and you don't know how to get through it. Read this, embed this try to understand it.

Think about what we spoke before, put yourself on these shoes. Check what are his interests, build a relation and you will unlock the potential of the customer. Next one, we have next one, we have the calculator. The calculator is a very careful person. He knows what he talks about. He knows the business.

He knows the market and therefore come prepared. come prepared. Come with reports come up with market stuff. Come up with facts and figures. That's what a calculator needs. If you go there and if you just talk air without no proof of evidence, you will be frustrated, he will not trust you He will not open up, he will just give you the volumes minimum that he needs.

But if you are able to show that what you say is based on facts that you say it's sustained by studies, etc, etc. Then he will start to trust you will start to open up and things will get easier. The calculator, calculator, facts and figures, emotional buyer. find out who's the person behind the chaser. Next one Convinced a conveyancer is somebody that plays it like he knows it all, he doesn't, but he plays it. So, come along also with your market knowledge come along with your feedback along with your outlook fit in the conveyancer needs you to give him information so that they internally can show off that he knows a lot.

This is the kind of person that shows strength. But in the end has a weakness and you can close that weakness by fitting in with information, feeding, feeding in with with data, feeding in which outlook trends, etc. Market news so that he can internally sell himself normally It's a guy that wants to move to another role soon, soon or in the short term. So if you help him, he will help you by buying more volumes. Okay, this is a computer go through this, this chart. Next one, the technical buyer, the technical buyer normally came from the technical department or quality.

And he knows a lot about about, about the backgrounds or the products about the production process about he knows all the technical details. So if you want to deal or if you have to deal with a technical buyer, you need to talk technical language. And if you're not a technical guy at all, and bring along your colleague, your technical colleague or your technical department or invite these buyers To go to your technical department or to a company, so they need to talk the same language. Or tell him about new projects that you that you have ongoing or about new technologies popping up or about new trends. So the technical guy is always keen to hear about trends, tendencies, new things. And this is the approach that you need to have him Don't come to a technical buyer having an emotional approach or with spreadsheets.

Okay, go through it embedded. So remember, emotional conveyancer calculator, technical. Those are the four main types and you In order to progress you need to talk their language you need to talk their language. That's the key message was wrap up you have David evolution of the purchasers and the purchasing role coming from very low valued role to a very important in our days to a very professional to a very well prepared role. You have the types of buyers and you have, how to tackle and how to work with each of these buyers, the emotional buyer meet the person behind the purchaser the calculate Bring along spreadsheets. The technical bring along all the new technological technological things or new new projects, the conveyancer helped him out.

He wants to move in his role. film. Okay, I hope this this makes sense. I hope that you find it interesting. I personally do. I personally, even today, every time that I have a new customer, I really try to map out what kind of person is this?

Who is this person? What drives him? How can I build a relation? How can I can I approach him? How can they enter and that's really the key is entering. Put your feet on the door first, go slowly, and then enter.

Speak their language. That's scary. Okay, thank you see you in the next chapter.