The actions of two major European retailers demonstrate two alternative strategies for up-selling, or getting customers to spend more.
The surprising benefits of losing control to the buyer
Buyers have discovered a new degree of freedom and control and they are guarding it jealously. However, research suggests that sellers may well benefit from thinking they can control the buyer.
The Importance Of Knowing The 3 Types Of Buyers & Tailoring Your Sales Approach Accordingly There is an erroneous assumption about how buyers buy that is surprisingly common in selling. It is a major impediment to success for those holding it. Yet they seem blissfully unaware of their error. Here we will test to make sure […]
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. […]
It is well worth taking a few minutes to check that your view of selling is the same as that of the buyer.
You may well be surprised to find that it is not!
Sellers have long been advised to adopt their sales approach to reflect the personality type of the buyer. But just how much can you tell from a limp handshake? Well if you put a lot of store in buyer personality types perhaps a lot! We are going to examine the four basic personality types in a moment, […]
If you are you are feeling a little hard done by because of the way of the today’s buyer we have a message for you: ‘it is time to get real!’
I had an interesting conversation last week with a professional buyer who joined a sales team selling into the transportation sector just before the markets went pop. Inevitably our conversation turned to 2010 and his very interesting resolution. Q: How has your organisation coped with the last 12 months? A: “We are alive and kicking and […]
Buyers have heard it all before, which makes them a little more demanding. In short they are less forgiving when salespeople make any of the following mistakes: Not knowing enough about your own products, or the customer’s industry. The number one complaint of buyers is a lack of product knowledge on the part of sales […]
Have you checked your spam folder recently? No doubt it is full to the brim of Viagra ads, weight loss methods, casinos and such utterly worthless messages. However, today’s definition of SPAM goes far beyond that of traditional junk mail to encompass most of today’s marketing. That is to say most marketing is viewed by […]
I talked to a manager in one of the leading telemarketing agencies today. He told me of new offices opening worldwide and the addition of hundreds of new telemarketers. Needless I wished him and his team well. It was the only polite thing to do. However, privately I shuddered. Here is what I was really […]
Seller Beware! Caveat Emptor, or buyer beware was the dominant concept for decades. No longer, the balance of power has shifted, with the seller reluctantly ceding control to a more sophisticated and cynical breed of buyer. Today it is the seller who must beware! The seller is no longer ‘the ringmaster’ of the sale, often being […]