Section 5: Buying Behaviour BUSINESS PODCASTING GUIDEBOOK SERIES: What objections would your customer be likely to have? What role does the customer have in the purchase process? Who else would be likely to influence the customer in terms of buying? Who else do they have to persuade, that we might need to give them the material for? How comfortable is the customer likely to be at buying online versus face-to-face or over the phone? Section 6: Outcomes & Alternatives What transformation is the customer looking for (from and to what): How would they visualise that transformation? (Where would they be and what would they be doing?) What alternatives do they have to our solution, and why don’t they give the same result?
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