TACK International buyer survey

4th July 2015 |   Journal Of Sales Transformation

Development specialist TACK International is set to unveil the findings from the 7th edition of its “Buyers’ Views of Salespeople” study at the National Sales Conference on 8 October.

Previous research identified that price is not always a key purchase motivator. A quarter of respondents indicated that a number of factors were ahead of price in determining their buying decisions: quality, reputation and technical specification.

Importantly, the survey found core sales skills such as effective questioning and listening to be lacking. 64% of respondents said that salespeople were only “poor to fair” at investigating buyers’ needs and developing a solution to meet them. Meanwhile, consumer demand for a consultative sales approach established key development areas for salespeople, such as research, preparation, questioning and listening skills.