Are Buyers and Sellers Really on the Same Page?
You know the song ‘you say tomato, I say tomatoe – let’s call the whole thing off!’. Well buyers sometimes feel that way when dealing with salespeople. For example, when it comes to looking at orders and how they are won, there is a fundamental duality between vendors and buyers. Here is why: Vendors are […]
Why Saying Buying Has Changed Is An Understatement
Buying has changed, that is little doubt about that. As salespeople we have witnessed first hand the changes and many of them have hurt us in the pocket. But add up all the changes and it amounts to something revolutionary. How Much Has Buying Changed? We all know that buying decisions are taking longer, that buyer […]
Vorsprung Der Sales Technic!
Two decades ago an advertising executive took a factory sign and turned it into one of the most globally recognised of marketing slogans. The slogan wasn’t even in English! It means ‘progress through technology’, but is more familiar to us all as ‘vorsprung der technic’ – the Audi trade mark. Progress through sales technology! A […]
Buyers Confront New Market Realities
A long period of buoyant growth ended suddenly in 2008, resulting in a fundamental shake up of industries and economies worldwide.Thus it was that a golden age of corporate growth, confidence and ambition gave way to a period of retrenchment and uncertainty. Almost universally, organizational priorities have changed from growing sales to cutting costs. No where can the effects of this […]
Managers Pull Rank On Major Buying Decisions
(a) Seniority Required When it comes to major buying decisions, managers are pulling rank. Senior managers are required to sign off on ever smaller purchases. They set the priorities and the budgets; if they can be sold on the business case then they have the power to ‘make it happen’. (b) The View At the […]
Just How Risky Is The Purchase? A Checklist
Some buying decisions are more risky for the buyer than others and obviously that is of concern to the seller because risk can be a major banana-skin. The perceived level of risk associated with the purchase decision is greatest where: 1 The buying decision is new (as opposed to for example a repeat purchase) 2 […]
From ‘Buyer Beware’ to ‘Seller Beware!’
Seller Beware! Caveat Emptor, or buyer beware was the dominant concept for decades. No longer, the balance of power has shifted, with the seller reluctantly ceding control to a more sophisticated and cynical breed of buyer. Today it is the seller who must beware! The seller is no longer ‘the ringmaster’ of the sale, often being […]
6 Ways Buyers Can Defeat Seller’s Ploys
It is with just reason that buyers are skeptical of sellers and their ploys. The result is that they have developed a variety of means of keeping sellers in check. Here are some of the tips given by experienced buyers to their novice colleagues on the subject of managing sellers: Silence is golden! – Be guarded in […]
The Age of The Skeptical Buyer Has Dawned
(a) ‘Sales Weary’ Buyers Buyers are more skeptical of vendor sales; people, processes and promises than ever before. They don’t trust easily, or forget quickly- and with good reason. Buyers are increasingly ‘sales-weary’, so sellers take great care! (b) The Sins of Past Sales People Here is a simple reality that we as sellers need […]
Buying Gets Strategic!
Welcome to the new strategic buying! Purchasing has been elevated from an administrative function to a strategic business driver and this has important implications for sellers. (a) The Strategy Behind The Purchase Managers are required to demonstrate how projects and purchases fit with strategic priorities and drive business performance. That is because major purchase decisions […]
Today’s Buying Is More Structured Than Ever Before
Most large organizations, and an increasing number of smaller ones, have a defined buying process. These processes are increasingly structured and indeed sophisticated. (a) More Sophisticated Buying Organizations have never been better, or at least more careful at buying. In particular, when it comes to major purchases they are applying greater rigor and sophistication to […]
A Mahogany Buying Revolution Catches Sellers Off-Guard
Two fundamental changes are transforming the way important corporate buying decisions are made. The first change everybody is aware of, that is the global economic slowdown and the slow process of recovering from recession. The second change, although equally important, is much less obvious. It concerns the increasingly sophisticated nature of corporate buying decisions. The […]
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