How Buyers Buy

Buying Process – the steps buyers must follow to get the purchase sanctioned.

Turning Your Sales Process Into A Sales Magnet

Turning Your Sales Process Into A Sales Magnet

It is time to expect more from your sales process.  It is no longer enough that it delivers consistency and control in respect of sales.…

7 Strategies To Prevent Delays In Getting The Customer’s Purchase Order

7 Strategies To Prevent Delays In Getting The Customer’s Purchase Order

Closing the sale and getting the Purchase Order no longer go hand in hand.  In many buying organizations a new level of bureaucracy and administration…

HOW Buyers Buy
 August 7, 2013  Ray Collis

HOW Buyers Buy

HOW buying decisions are made has changed dramatically.  Successfully adapting the sales approach to the new realities of buying process and procedures is essential to…

Sellers:  Are You A Control Freak, or A Puppet On A String?

Sellers: Are You A Control Freak, or A Puppet On A String?

There is a lot of talk of taking control in respect of selling. But is taking control always possible, even desirable? …

The Perils Of Misreading The Buying Process

The Perils Of Misreading The Buying Process

Misreading the buying process is easy for sellers to do, but it can be costly. It happens because of gaps in the seller's knowledge of the steps, paperwork, review points, information requirements and so on.…

 Ray Collis

Sellers: Don’t Wimp Out Because Of Their Process!

Sellers: Don’t Wimp Out Because Of Their Process!

Don’t get paralyzed by the buyer’s process. Don’t let it stop you selling. Even if your selling is limited to submitting a tender response, with little interaction with the buyer in advance, don’t cast aside the basics of either solution selling or relationship selling.

 Ray Collis

Sales Hopscotch: Turning Buying Process To Your Advantage

Sales Hopscotch: Turning Buying Process To Your Advantage

Buying has become increasing structured and process-driven. The steps in the buyer’s process therefore have a major bearing on the speed and indeed the success of the sale.
But adopting a less rigid view of buying process is important if the salesperson is to do his, or her job well. It requires adopting a non-linear view of the sales process, or what we like to call sales hopscotch.

 John O' Gorman

What Are The Buyer’s Next Step?

What Are The Buyer’s Next Step?

Imagine if you could predict what the buyer was going to do next. Well you can! That is if you understand your customer’s buying process and the standard steps that are typically involved.

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The latest research on how buyers buy
Who makes the buying decision