The 4th of July may have come and gone, but for today’s more sophisticated buyers it is always Independence Day.
Much of traditional selling is based on the premise that the seller knows more than the buyer. Well, this assumption is increasingly being proven to be false. Today’s buyer is more skilled and experienced than ever before and that presents the salesperson with both opportunities and challenges. (a) Complex Decisions Require Skilled Managers Managers are [...]
Buyers have rewritten the rules of modern buying. They are adopting an increasingly structured and indeed scientific approach to how buying decisions are made. The result is new steps, people and even logic involved in the buying decision. The only problem is that most sellers are not aware of these changes. Without an understanding of [...]