How Buyers Buy

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

 Ray Collis

How Soon Can You Really Get Them ‘Across The Line’?

Buying decisions are often a lot more complex than sellers realize.  They can involve up to 5 stages – many of which do not involve the salesperson.  That has real implications for getting the deal across the line.

 John O' Gorman

Buyers Say: ‘Interactions with Sales People Can Add More Value’

Buyers Say: ‘Interactions with Sales People Can Add More Value’

‘Insights Selling’ Could Triple Your Sales Success Says New Book

Are Sellers Adding Value? Most buyers say ‘NO.’ The results of research with buyers shows that interactions with salespeople are falling short of what is expected. In particular they are failing to offer new ideas and insights that really help the customer to buy.     A new book by the Rain Group (called Insight […]

 Ray Collis

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.   Your sales process should also act as a magnet for your customers – it should add value for your customers and be capable of generating new levels of engagement and […]

 Ray Collis

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

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

Successfully Navigating The Procurement (PO) Maze

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 has grown around what was once just an administrative formality.  Getting the PO is no longer a straight-forward matter – for the unprepared seller can be a costly maze.   […]

 Ray Collis

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

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

Balancing Leadership With Control In The Sales Cycle

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

 John O' Gorman

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.

 John O' Gorman

Auctions: The Rise Of ‘A’ Word In Buying

Auctions: The Rise Of ‘A’ Word In Buying

The rise of the ‘A-word’ in modern buying is causing alarm among sellers. The word is of course Auctions, or to be more precise Reverse Auctions. In this insight we will examine the rise in reverse auctions and assess the implications for your business. The ‘A-Word’ In Selling Some people get excited about the rise […]

 Ray Collis

Sellers Beware: The Project Behind The Purchase

Sellers Beware:  The Project Behind The Purchase

Behind many big purchases is a project. Indeed the purchase itself may be a project, with a set of steps, a project team, project milestones and so on. Adopting the project perspective on the sale is important from the perspective of qualifying and closing the sale.

 John O' Gorman

Why Earlier Is Better: Getting Procurement & Suppliers Involved

Why Earlier Is Better:  Getting Procurement & Suppliers Involved

In many sectors there is a decline in collaboration between buyers and suppliers in advance of the purchase order.  Yet, some industries clearly believe that getting suppliers and procurement involved earlier saves both time and money.  In this insight we examine if earlier is really better. Sellers everywhere have noticed a clear trend with regard […]

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The latest research on how buyers buy
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