Buying Process

The steps required for a purchase to be sanctioned

 John O' Gorman

Buying Process: The Seller In The Middle

Buying Process: The Seller In The Middle
This entry is part of 7 in the series Buying Process

So far you are probably thinking this buying process is all about the buyer as there has been no mention of the seller yet. Well, now that we have looked at the conception and the conclusion of the Six Step Buying Process, and before we start to examine all the detail that is involved, let […]

 John O' Gorman

The STEPS Of The Buying Process

The STEPS Of The Buying Process
This entry is part of 7 in the series Buying Process

In our Fortune 1000 example managers must follow six key steps to gain purchasing approval. These logical and self-explanatory steps, ranging from Initial Requirements Capture to Launch and Review are shown below. The 6 Steps of the Buying Process These steps can take place over anything from three months to two years, and are likely […]

 John O' Gorman

Fortune 1000 Buying Process

Fortune 1000 Buying Process
This entry is part of 7 in the series Buying Process

Organizational buying, once ad hoc and unstructured, has become highly sophisticated and process-driven. Although salespeople have noticed some changes, they often underestimate just how sophisticated buying has now become. In this section many salespeople will come face-to-face for the very first time with the full complexity of buying — in the form of a Fortune […]

 John O' Gorman

Buying Process – A Summary Of The Implications

Buying Process – A Summary Of The Implications

Organizations are making slower and, in many cases, fewer buying decisions. But these decisions are being more carefully made, with greater consideration and planning than ever before. It seems inevitable that all this will lead to better buying decisions or at least decisions that reflect more closely organizational priorities and objectives. However, it also means […]

 John O' Gorman

Buyers & Sellers Share Little In Common!

Buyers & Sellers Share Little In Common!

When buyers and sellers meet they are often on the opposite site of a meeting room table.  Their roles are as different as those of doctor and patient, or teacher and student. We often talk about buying as selling turned inside out.  But just how much have buying and selling in common?  More to the […]

 John O' Gorman

Buying Is Starting Earlier And Finishing Later

Buying Is Starting Earlier And Finishing Later
This entry is part of 7 in the series Buying Process

Most salespeople know that sales cycles are much longer than they used to be. But, if sales cycles are long, then buying cycles are even longer. As the Fortune 1000 buying process shows today’s buying decisions start earlier and finish later. The Conception Of The Purchase The genesis of the purchase is Step 1, the […]

 John O' Gorman

Will You Pass The Buying Knowledge Test?

Will You Pass The Buying Knowledge Test?

A recent poll of sellers shows that most are failing in terms of their knowledge of how customers buy. So, how good is your buying knowledge?

 John O' Gorman

Where Are Buyer Searching For Suppliers?

Where Are Buyer Searching For Suppliers?

The patterns buyers use to search for solutions is of vital concern to salespeople. However, for too many salespeople buyers are searching in the wrong places!

 John O' Gorman

Remember Buyers Can See in 3D!

Remember Buyers Can See in 3D!

Too many salespeople limit their success by adopting a myopic view of how their solutions will be employed by customers.  In particular they fail to consider all those ingredients –particularly people and process – that are required to ensure their customer’s success. The Custmer Sees in 3 Dimensions: The customer has a problem, which as […]

 John O' Gorman

When Big Companies Buy: The Sophistication of Buying Revealed

When Big Companies Buy: The Sophistication of Buying Revealed

Organisations are increasingly organized, structured and careful in terms of how they buy. As salespeople we know this to be true. Yet, it is easy to underestimate just how sophisticated many buyers have become. Let us take the example of the buying process for major IT purchases in a large telco (as shown in the […]

 Ray Collis

Is this the Golden Age of Buying? – Implications for sales professionals

Is this the Golden Age of Buying? – Implications for sales professionals

Professional buying has come of age, reaching new heights in terms of importance and sophistication. But what are the implications for sales people? In this article we turn to the UK Chartered Institute of Purchasing and Supply and the US Institute of Supply Management to provide a new insight to the changing roles and perspectives […]

 John O' Gorman

Buyers Are Doing it For Themselves

Buyers Are Doing it For Themselves

To borrow from the lyrics of the popular song ‘buyers are doing it for themselves.’ They are ”standing on their own two feet and…’ identifying their requirements, defining the solution, writing the specification and building the business case. All this often takes place before they ever meet a vendor! This leaves the salesperson looking for a […]

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