Universal Buyer Psychology in B2B Sales: Pain, Priority, Process, Power, Proof

Notes

Funny how when you switch jobs in sales… the framing of the questions doesn’t change, just the product. I’ve realized something recently with this: You can change industries. You can change pricing models. You can change what’s in the box. But the real questions stay the same. • Why now? • What happens if you don’t fix this? • How are you measuring success today? • Who else cares about this internally? • What’s the cost of staying the same? • What would make this a no-brainer? Printers. Software. Insurance. Services. Doesn’t matter. You’re still uncovering: Pain Priority Process Power Proof The product is different. Human motivation isn’t. That’s when it clicked for me, strong salespeople don’t “learn how to sell” every time they switch roles. They learn: • The customer’s language • The industry triggers • The competitive landmines But the psychology? Portable. If you understand buying behavior, you can travel well!