Buying Process Rules!
Unknown to salespeople, Managers have lost much of their purchasing autonomy. They are increasingly straight-jacketed by defined buying processes and procedures.
Buying Process Trumps Sales Process!
If the buying decision is to be sanctioned the required steps must be carefully followed by buyer and seller. But first the sellers has to know they exist!
Have You Seen The Buying Process?
Sellers don’t have the full picture of how their customers buy. Specifically, they underestimate the rigor and sophistication of buying with disastrous consequences. Over the following pages we will remedy this deficiency immediately, revealing the steps of the buying process and its implications for sellers.
It Is Time To Play By The Buyer’s RulesBuying Process Apr 25th, '12
There are many things about modern buying that frustrate, even annoy, salespeople. But top of the list is buying rules and procedures. But this frustration is futile, even counter-productive. As this article shows sellers should stop resisting the inevitable and learn to play by the rules. Complaining About The Rules? Sellers regularly complain [...] |
Tips On Selling To The Bureaucratic BuyerBuying Process, How Buyers Buy Mar 10th, '11
If buying is becoming more bureaucratic, then what are the implications of this for sellers? We asked sellers to share their tips on how to sell more successfully to bureaucratic buyers… |
Sellers Make Dangerous Assumptions About BuyingBuying Process, How Buyers Buy Nov 16th, '10
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?’Buying Process, How Buyers Buy Nov 15th, '10
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. |
There May Be Flexibility In Even The Most Rigid Buying ProcessBuying Process, How Buyers Buy Nov 15th, '10
As salespeople it is easy to assume that buyers have become more machine-like in their approach to buying and that means they overlook opportunities to engage with buyers to the full extent possible. |
