6 Ways Buyers Can Defeat Seller’s Ploys
It is with just reason that buyers are skeptical of sellers and their ploys. The result is that they have developed a variety of means of keeping sellers in check. Here are some of the tips given by experienced buyers to their novice colleagues on the subject of managing sellers: Silence is golden! – Be guarded in […]
The Age of The Skeptical Buyer Has Dawned
(a) ‘Sales Weary’ Buyers Buyers are more skeptical of vendor sales; people, processes and promises than ever before. They don’t trust easily, or forget quickly- and with good reason. Buyers are increasingly ‘sales-weary’, so sellers take great care! (b) The Sins of Past Sales People Here is a simple reality that we as sellers need […]
Selling To Solomon – Selling To Buyers Who ‘Know It All’
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 […]
Bewildered By Today’s Buyers?
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 […]
9 things unforgiving buyers don’t like
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 […]
Peter Viljoen: 
StartupSandy: 
the Senator: 
Martin Lindeskog: 
