Sellers: How To Avoid Getting Shown The Red Card
No salesperson ever sets out to give a buyer the hump, but that is what appears to be happening with increasingly regularity. Sellers are making obvious mistakes that can result in immediate disqualification. Hot-Headed Sellers Are Shown The Red Card An increasing numbers of sellers are unwittingly rubbing buyers up the wrong way. They […]
The New Buyer Obsession: Benefits Realization
Buyers have a new obsession. It is called ‘benefits realization’, or alternatively ‘benefits delivery’. They have lost faith that promises made before the sale will actually materialize and are determined to intervene to ensure that they do. Buyers Become Benefits-Obsessed It makes no sense for organizations to spend many months in planning the right […]
Do You Know The Buyer’s ‘Should-Cost’ Estimate?
What the buyer expects your solution to cost has a major bearing on getting the sale. Yet most salespeople try to sell without actually knowing what the buyer’s ‘should-cost’ estimate is. That does not make sense. The reality is that most buyers don’t set about buying something without having an idea (however vague) […]