How High Can You Climb To Communicate Your Value?
You want to be thought of by your organization and more specifically the purchase of your solution to be considered important by the customer. You want it to matter – you want it to be seen as ‘strategic’. But when it comes to buying decisions, what is strategy and how can you connect with it?
Justify With Numbers – Compel With Emotions
Fact sheets, spreadsheets and ROI calculators are vital sales tools, but they are not enough. The seller must tap into the buyer’s underlying buying motivations and emotions as well as connecting with the buyers logic and analysis to improve sales performance. Moving Beyond The Calculator In Selling In business, emotions are generally considered unhelpful at […]
Improve Sales Performance By Treating Your Customers Like Buyers!
Why thinking of your customers as buyers could win you a lot more business…
Buyers From Hell! What Your Worst Customers Can Teach You
In our training workshops we ask some of the salespeople participating to tell us about their most demanding customer, or prospect. It does not take much encouragement to get people talking and the stories they tell are compelling. Perhaps they are compelling because as salespeople we can all relate to the story of the unreasonable […]
Sellers Beware: Buyers Know What You Are Thinking!
Buyers these days are increasingly well-prepared for their interactions with sellers. Indeed, some are even going so far as enrolling in courses specifically aimed at learning how to deal with salespeople! This is yet another reason why sellers must beware of reusing the same old clumsy sales techniques that buyers can quickly see through…
Buying Nirvana: Why Can’t Buyers & Sellers Work In Harmony?
The buying revolution requires a more advanced, mature and sophisticated relationship than before between buyer and seller. It requires a partnership of equals, built around a steady progression from dependence to independence, and onwards towards interdependence…
The Ultimate Test of The Sales Pro: Helping Buyers To Buy
‘Helping the buyer to buy’ may sound soft, compared to pitching, persuading and closing for example. However, the reality couldn’t be more different.
Buyers: Treat salespeople As you would expect to be treated
Applying the Golden Rule to Sales What goes around goes around. So treat salespeople as you expect to be treated. Call it good karma, good manners or simply The Golden Rule. Almost everybody in business will have to make a sales call at some time, or other. When they do they hope to be treated […]
Sellers Are from Mars and Buyers Are from Venus, Right?
We are continually moving between the buyer and seller side of the table in order to understand the requirements of both sides as they evolve. Indeed, a constant theme of our presentations, talks and articles, is the great irony that sales success requires a greater focus on the buying, as opposed to the selling. After […]
The Buyer Angle: What Makes a Good Supplier?
What makes a good supplier? Well, who better to ask than the buyer, or those who have written the bible of buying for UK Chartered Institute of Purchasing & Supply. Here are the answers: · Delivers on time · Provides consistent quality · Gives a good price · Has a stable background · Provides good […]
Newsflash- Buyers Don’t Want to be Treated Like Leads
Newsflash- Buyers don’t want to be treated as a lead, a prospect, or a sales opportunity. Here is what they are increasingly telling salespeople: – Don’t treat me like a lead… – Don’t prequalify me… – Don’t give me your sales pitch… – Don’t force your sales process on me… In short, buyers are increasingly […]
Think Cost of Buying, Not Cost of Selling!
The cost of selling to an organization is only a fraction of the cost of that organisation’s buying decision. For example where a major buying decision involves 3 competing suppliers, the time that the seller spends with the buyer has to be multiplied by 3, with the buyer allocating time to each of the suppliers […]
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