| When handling a small business for sale, as seller | | | | behavior. Some ideas came from economics, |
| should work on understanding the needs of a | | | | psychology and other theories on social sciences. |
| buyer and learn how to make that buyer a | | | | Many business firms and companies are continually |
| prospect. This process is called the buyer behavior | | | | researching on the buyer behavior to increase the |
| study, through this; the buyer can be approached | | | | possibly of sales with buyers. Yet, any seller |
| and analyzed from differed angles and under | | | | would agree that buyers really are some kind of |
| different circumstances. | | | | riddles. Despite efforts on selling even small |
| Know facts - what are the things that motivate | | | | business for sale, one cannot guarantee that a |
| the buyer, why does he shift interest from one | | | | buyer who has first taken interest on it would |
| shop to another or from one brand to the other, | | | | push through the sale. |
| how does he react to new products introduced to | | | | Buyers have innumerable desires and needs; all |
| the market or delivered to him? Such questions | | | | these also vary according to their security and |
| are essential in knowing the things that interest | | | | aesthetic needs. And buyers have their own |
| the buyer. And through the information gathered | | | | incorruptible way of meeting their needs and |
| here, a seller would create and product and | | | | desires, just as long as it is within his or her |
| promotion strategies. | | | | means. If a buyer thinks that what a seller is |
| However, it should also be understood that there | | | | offering is way far beyond his reach, a sale is |
| is no real defined and tested theory of buyer | | | | then impossible to realize. |