2010 November | Buyer Insights

Better Buying Goes Straight To The Bottom Line.

Posted by Ray Collis The Purchasing Department Tuesday, November 16th, 2010

In these low growth times organizations are realizing that cutting costs is an easier than growing revenues.

Buyers Are Taking ‘Baby Steps’

Posted by Ray Collis Buyer Risk Tuesday, November 16th, 2010

In an effort to minimize risk buyers are taking smaller steps as they progress towards major buying decisions.

RFX: Are you sure you don’t have anything else to add?

Posted by Ray Collis Tips for Sellers Tuesday, November 16th, 2010

If there are key points of information that have not been elicited by the main content of the RFX, then the ‘Any Other Information’ panel should indeed be used in order to provide it.

How To Bypass The Competitive Tender?

Posted by Ray Collis Public Procurement Tuesday, November 16th, 2010

It may surprise you to know that a significant volume of large purchasing in the public sector does not go to competitive tender. Here is why.

How to Sell To Buyers Who Know More Than You

Posted by Ray Collis Buying Team, Who Makes The Decision Tuesday, November 16th, 2010

Most traditional sales techniques presuppose that the sellers knows more than the buyer. However, this does not fit with reality in respect of most complex buying decisions.

Sellers Make Dangerous Assumptions About Buying

Posted by Ray Collis Buying Process, How Buyers Buy Tuesday, November 16th, 2010

As more salespeople are learning to their cost, assumptions about how the buying decision is going to be made can be dangerous.

Can Sellers Really Help Buyers To Buy?

Posted by Ray Collis Help The Buyer To Buy, Tips for Sellers Tuesday, November 16th, 2010

Can Sellers Really Help Buyers To Buy? Well, if you listen to buyers the answer is a disappointing ‘no’.

Beware: CC Lists are Getting Longer

Posted by Ray Collis Buying Team, Who Makes The Decision Monday, November 15th, 2010

All it takes is for one of the many CC’d recipients to raise a question, or a query to impact on the pace of the sale.

Should You Ask ‘What Is Your Buying Process?’

Posted by Ray Collis Buying Process, How Buyers Buy Monday, November 15th, 2010

Typically, salespeople wonder if asking ‘what is your buying process?’ is a question that will either startle, or draw a blank stare from the buyer.

There May Be Flexibility In Even The Most Rigid Buying Process

Posted by Ray Collis Buying Process, How Buyers Buy Monday, November 15th, 2010

As salespeople it is easy to assume that buyers have become more machine-like in their approach to buying and that means they overlook opportunities to engage with buyers to the full extent possible.

The Changing Role of Procurement

Posted by Ray Collis The Purchasing Department Monday, November 15th, 2010

There is no universal approach to buying, so it is essential for the seller to understand the role of purchasing on a case by case basis.

Oh, that buying was so simple!!

Posted by Ray Collis Buying Process, Help The Buyer To Buy, How Buyers Buy Monday, November 15th, 2010

The 5 steps model of buying is a one dimensional picture of buying can catch the salesperson off his, or her guard.

Good Guys Don’t Finish Last!

Posted by Ray Collis Tips for Sellers Monday, November 15th, 2010

Many salespeople believe that ‘good guys finish last’, however those that really matter – that is buyers – don’t agree. The stereotypical salesperson is a super confident, fast talking, go getter who just won’t take ‘no’ for an answer. He, or she is a Type A personality, who is prepared to do what ever and [...]

Traditional Sales Skills Can Be Part of The Problem, Not The Solution

Posted by Ray Collis Help The Buyer To Buy, Tips for Sellers Monday, November 15th, 2010

If you are still focused on selling skills, then you are missing the bigger picture. That is because the role of traditional selling skills in sales success has been sidelined. A great number of them are outdated and outmoded. Indeed if you listen to your prospects, they may be the problem, rather than the solution. [...]

Are Buyers Really Obsessed With Price?

Posted by Ray Collis Why Buyers Buy Monday, November 15th, 2010

As a salesperson it is easy to assume that buyers are obsessed with price, or more to the point getting the lowest price. But is that really true? Is it perhaps too easy to blame our sales failures on an unreasonable buyer obsession with price? Well, let’s ask buyers and in particular public sectors buyers. [...]