A Step-By-Step Progression Through The Buying Process
Each progressive step brings the purchase one step closer to reality, with the commitment being made gradually over many months. Thus, the purchase decision is not simply a matter of one big YES or NO decision. Rather it is the culmination of a series of YES or NO decisions at each stage of the buying […]
Examining The Actions Of The Buying Process
So, we have examined the key steps of the buying process. But, within each step, how much discretion remains in the hands of the manager-buyer? Is the buying process a flexible blueprint or a rigid rulebook? The Fortune 1000 buying process we have highlighted is highly prescriptive, something that is increasingly common. It clearly mandates what […]
The STEPS Of The Buying Process
In our Fortune 1000 example managers must follow six key steps to gain purchasing approval. These logical and self-explanatory steps, ranging from Initial Requirements Capture to Launch and Review are shown below. The 6 Steps of the Buying Process These steps can take place over anything from three months to two years, and are likely […]
Fortune 1000 Buying Process
Organizational buying, once ad hoc and unstructured, has become highly sophisticated and process-driven. Although salespeople have noticed some changes, they often underestimate just how sophisticated buying has now become. In this section many salespeople will come face-to-face for the very first time with the full complexity of buying — in the form of a Fortune […]
Buying Process: The Seller In The Middle
So far you are probably thinking this buying process is all about the buyer as there has been no mention of the seller yet. Well, now that we have looked at the conception and the conclusion of the Six Step Buying Process, and before we start to examine all the detail that is involved, let […]
Buying Process – A Summary Of The Implications
Organizations are making slower and, in many cases, fewer buying decisions. But these decisions are being more carefully made, with greater consideration and planning than ever before. It seems inevitable that all this will lead to better buying decisions or at least decisions that reflect more closely organizational priorities and objectives. However, it also means […]
Buyers & Sellers Share Little In Common!
When buyers and sellers meet they are often on the opposite site of a meeting room table. Their roles are as different as those of doctor and patient, or teacher and student. We often talk about buying as selling turned inside out. But just how much have buying and selling in common? More to the […]
Caution: Buyers Are Weary Of Questions
There is a reason why buyers sit back and let salespeople do all the talking — it puts them in control. This is particularly the case because salespeople ask fewer questions when they are talking — questions that buyers may be slow to answer because of: • Political or other sensitivities. • Genuine information gaps. […]
Buying Is Starting Earlier And Finishing Later
Most salespeople know that sales cycles are much longer than they used to be. But, if sales cycles are long, then buying cycles are even longer. As the Fortune 1000 buying process shows today’s buying decisions start earlier and finish later. The Conception Of The Purchase The genesis of the purchase is Step 1, the […]
Will You Pass The Buying Knowledge Test?
A recent poll of sellers shows that most are failing in terms of their knowledge of how customers buy. So, how good is your buying knowledge?
Just How Much More Expensive Can A Best Value Tender Be?
We are learning a lot more everyday about the reality of public buying. That is thanks to a new and intensive level of scrutiny both from within and without the public sector. Naturally enough it is the horror stories that get the headlines. However there is a lot to be learned by looking behind the […]
Helping The Buyer To Go Faster
Understandably accelerating the sale is an obsession for sellers at this time. However, as every professional salesperson knows when buyers are pushed, they push backtwice as hard. One thing is increasingly clear – buyers won’t be rushed into a decision, especially not the wrong decision. A sales cycle that is progressing slowly needs more interaction not […]
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