Buyers Are Taking ‘Baby Steps’
In an effort to minimize risk buyers are taking smaller steps as they progress towards major buying decisions.
How To Bypass The Competitive Tender?
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
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
As more salespeople are learning to their cost, assumptions about how the buying decision is going to be made can be dangerous.
Should You Ask ‘What Is Your Buying Process?’
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.
The Changing Role of Procurement
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.
Traditional Sales Skills Can Be Part of The Problem, Not The Solution
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 A great number of them are outdated and outmoded.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. […]
The Ultimate Test of The Sales Pro: Helping Buyers To Buy
‘Helping the buyer to buy’ may sound soft, compared to pitching, persuading and closing for example. However, the reality couldn’t be more different.
Do Your White Papers Read Like The Yellow Pages?
When buyers download a white paper they expect a certain level of informational value, but they are being cheated.
Selling To The New Buyers
When it comes to major buying decisions, managers are pulling rank. Senior managers are not just rubber-stamping buying decisions. They are taking an active role to ensure all major purchases underpin organizational goals, priorities and strategies. When Buyers Pull Rank All this means the job titles of those involved in making today’s major buying decisions […]
The Buying Team – Redrawing The Atlas Of Buying
Once upon a time a question like “who makes the buying decision?” was easy to answer; one or two names were typically sufficient to describe where the power lay. But this is no longer the case, and nowadays sellers almost need a map of organizational buying to reflect all those who make and shape the buying decision…
What Are Buyers Thinking?
Why do buyers do what they do? Why do they choose one supplier over another and choose some projects to be scrapped, while others are advanced? These are questions that understandably intrigue salespeople. Buyers tend to reveal little, leaving many salespeople complaining that they don’t know what buyers are thinking. They may even complain buyers […]
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