How we buy at home, says a lot about how we should sell at work. The way we buy a house, car, or even car insurance, in many ways mirrors the changes in how our prospects buy. The implication is that by examining how we buy, we can better understand how our customer buy. It helps [...]
In our training workshops we ask some of the salespeople participating to tell us about their most demanding customer, or prospect. It does not take much encouragement to get people talking and the stories they tell are compelling. Perhaps they are compelling because as salespeople we can all relate to the story of the unreasonable [...]
Buyers are getting better at managing their contracts with suppliers. In this article we will example the implications for sellers of the new focus on contract management. We are all aware of the increased attention paid by buyers to the issue of benefits realisation and the drive to ensure that the promised savings and [...]
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) of what [...]
Today’s buyers are hell-bent on cutting cost. However for sellers that need not be all bad news. Indeed, the latest wave of buyer cost cutting, with its broader and more sustainable focus, has the potential to take buyer-seller relationships to a new level. It means that cost reduction is something that can now unite, rather [...]
For suppliers what makes for great supply chain management is certain to be of interest. That means a recent Gartner report on the Top 25 Supply Chain leaders makes interesting reading. Who are today’s leaders in terms of both buying and supplying? The answer is to be found from Gartner recently published Supply Chain [...]
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