David R Ednie, has posted Adapt your Selling Style to Today’s Buyer ThinkingTo succeed in helping today’s buying decision makers you must move your style to a results focused approach.: Buyer thinking has changed, forever. Pre-economic crisis buyer thinking rewarded relationship based selling. When the economy was strong, growing and things were relatively predictable, buyers rewarded continuity and business relationships.Today Decision Makers are reassessing every spending and investment decision they make. They are looking for ways to reduce, delay or cancel purchases and investment decisions and they are seeking certainty that desired results will be achieved as planned. Maintaining a predominantly relationship focused sales approach will not cut much sway or add relevant value to buyers with a ‘spend less, delay or cancel’ mindset. To succeed in helping today’s buying decision makers you must move your style to a results focused approach.