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Justify With Numbers – Compel With Emotions

Justify With Numbers – Compel With Emotions

Fact sheets, spreadsheets and ROI calculators are vital sales tools, but they are not enough. The seller must tap into the buyer’s underlying buying motivations…

Buyer OCD: The Obsession With Lowest Price

Buyer OCD: The Obsession With Lowest Price

More and more buyers are being diagnosed with Price OCD, or Obsessive Compulsive Disorder. It…

Sales Limbo: Are You Still Waiting For The P.O.?

Sales Limbo: Are You Still Waiting For The P.O.?

Sellers are rightly reluctant to celebrate the winning of a deal until all the paperwork…

Why Buyers Buy View all

Misreading The Buyer’s Motivation

Misreading The Buyer’s Motivation

Many sellers underestimate the buying decision. They fail to see that it is underpinned by a more complex business decision. As a result the most powerful sales technique – the business case - is all too often overlooked.…

The Customer’s Hidden Agenda

The Customer’s Hidden Agenda

What if your needs analysis is only scraping the surface? It may be effective in capturing a detailed list of product requirements and functional specifications, but that is not enough. Too often the buyer's more fundamental underlying needs and motivations remain hidden.…

Selling To The Buyer’s Primary Ratio

Selling To The Buyer’s Primary Ratio

Are you connecting with the number one metric used by CFOs and CEOs to measure business performance and to guide important decisions – including big purchases or investments? Here we…

How To Influence The Buyer’s Choices

How To Influence The Buyer’s Choices

Your customer will weigh up the alternatives and select the the best price-value mix, right? Well, perhaps not always. Research suggests that there is less rational-analytical dimension to the choice-making process. More importantly it shows how the seller can use this to sway the buyer's decision.…

Selling To Procurement View all

Taking Hospital Procurement To The Emergency Room

Taking Hospital Procurement To The Emergency Room

Research over the past decade has shown that hospitals in the US market are behind the curve when it comes to good procurement and it is costing them dearly. So, it is time to take hospital procurement to the Emergency Room.…

Why Decentralized Buying Is Dead!

Buyer Psychology View all

Buying Process View all

What Are The Buyer’s Next Step?

What Are The Buyer’s Next Step?

Imagine if you could predict what the buyer was going to do next. Well you can! That is if you understand your customer's buying process and the standard steps that are typically involved. …

Help The Buyer To Buy View all

The Importance Of Offering Options In Your Sales Proposals

The Importance Of Offering Options In Your Sales Proposals

Choice is good. That is a fundamental principle of western economics. However research now suggests that the choices contained within your sales proposals and quotations can have an important role in determining success.…

Who Makes The Decision View all

Why Earlier Is Better:  Getting Procurement & Suppliers Involved

Why Earlier Is Better: Getting Procurement & Suppliers Involved

In many sectors there is a decline in collaboration between buyers and suppliers in advance of…

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