Are You Selling Like A Scientist?
Recent scientific discoveries and how they were communicated to the world can provide lessons on how to sell. So, are you selling like a scientist and might it be limiting your sales success? We waited with anticipation, like so many millions, for the announcement of one of the greatest discoveries of this century (perhaps any century). A […]
Sellers: Are You Leaving Your Buyer Naked?
Many sellers are leaving their buyers naked! They are getting them excited about their solutions and then letting them go off unprepared to their senior management colleagues looking for approval. The Naked Buyer Typical sales proposals fail to provide buyers with the basic undergarments in terms of the justification required for the buying decision. That […]
Improve Sales Performance By Treating Your Customers Like Buyers!
Why thinking of your customers as buyers could win you a lot more business…
Price Negotiation: The Buyer’s Broken Calculator
To reduce price discounting sellers need to focus on how buyers do their maths.
A Better Way Of Asking For The Order
Some sellers display a surprising reluctance to ask for the order. Others are not so shy, but ask for the order in a way that can put the buyer off. In this article we examine the best way of asking for the order. The Trouble With Closing Closing techniques from the ‘always be closing’ school […]
Winning The Deal: The Perils Of ‘Glass Half Full’ Thinking
There is an in-built tendency in most salespeople to over-estimate the likelihood and timing of a deal. That is a scientific fact, however this ‘glass half full thinking’ can be a real impediment to deal success. Why The Seller’s Glass Is Half Full The glass half full is a simple yet effective means of categorizing […]
Selling Like Columbus – Overcoming The Challenges Of Mapping The Deal
Most sellers struggle to map out exactly how their prospects are going to make the buying decision. That is because the buying process is uncharted water and that leaves sellers vulnerable to a shocks and surprises. In this insight will present 10 steps for a more accurate undestanding of how the decision will be made. […]
The New Universal Super-Buyer
Why more of your customers are conforming to a new global procurement standard. Sellers are witnessing the emergence of a new class of buyer – what we call the Universal Super Buyer. It has profound implications for how you sell. This new class of buyer is ‘universal’ because its approach to procurement rises above industry […]
Sellers: Don’t Get Caught Offside!
Offside rules in soccer limit the field of play resulting in penalties for those who are in the wrong place at the wrong time. Something similar is happening in selling – where a more strategic approach to buying means sellers are increasingly being caught offside. The New Offside Rules Buying has changed. One of the […]
What ‘How You Buy’ Reveals About Modern Buying
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 […]
How Long Before Consumers Start Buying Like Corporations?
If predictions are right then it won’t be long before consumers start buying like corporations and B2C marketers get a fright. The further advance of new technologies such as social media are likely to result in a B2C markets going the way of B2B markets with a dramatic shift in power from seller to […]
Buyers From Hell! What Your Worst Customers Can Teach You
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 […]
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