Your Prospect’s Procurement Policy Is A Must Read!
Sellers can learn a lot by reading the policies and procedures of their customers and prospects. It is an often overlooked but valuable source of insight on how the buying decision is going to be made. In this insight we examine the information typically contained in procurement policies and how sellers can use them. […]
Selling Like Columbus – Overcoming The Challenges Of Mapping The Deal
Most sellers struggle to map out exactly how their prospects are going to make the buying decision. That is because the buying process is uncharted water and that leaves sellers vulnerable to a shocks and surprises. In this insight will present 10 steps for a more accurate undestanding of how the decision will be made. […]
How To Tighten Your Grip On The Sale
By focusing so much on their benefits and competitive advantages sellers can easily lose their grip on the sale. To get maximum leverage they must connect with what the buyer is really trying to achieve. That is the buyer’s strategy. How To Get Maximum Leverage Over The Sale? We use a metaphor to explain how […]
It Is Time To Play By The Buyer’s Rules
There are many things about modern buying that frustrate, even annoy, salespeople. But top of the list is buying rules and procedures. But this frustration is futile, even counter-productive. As this article shows sellers should stop resisting the inevitable and learn to play by the rules. Complaining About The Rules? Sellers regularly complain […]
Fortress Buying – Why Won’t Buyers Let You In?
More and more professional buyers are adopting a ‘fortress mindset’ in their approach to dealing with sellers. In short, they have erected defenses that are designed to keep sellers at bay. In this article, we examine how you can encourage buyers to lower their defenses…
Sellers: Listen To Your Inner Buyer!
There is a wealth of buying knowledge in most sales organisations, indeed in most salespeople. The only problem is that it is not being leveraged to boost sales success.
How To Avoid Getting Beaten-Up By Buyers
Sellers expect to have to slug it out with other suppliers, but they may find that they ‘lick the competition’ only to then be beaten-up by the buyer. We asked sellers about their most bruising buyer encounters and the lessons they had to offer…
Tips On Selling To The Bureaucratic Buyer
If buying is becoming more bureaucratic, then what are the implications of this for sellers? We asked sellers to share their tips on how to sell more successfully to bureaucratic buyers…
Sellers Make Dangerous Assumptions About Buying
As more salespeople are learning to their cost, assumptions about how the buying decision is going to be made can be dangerous.
Should You Ask ‘What Is Your Buying Process?’
Typically, salespeople wonder if asking ‘what is your buying process?’ is a question that will either startle, or draw a blank stare from the buyer.
There May Be Flexibility In Even The Most Rigid Buying Process
As salespeople it is easy to assume that buyers have become more machine-like in their approach to buying and that means they overlook opportunities to engage with buyers to the full extent possible.
Oh, that buying was so simple!!
The 5 steps model of buying is a one dimensional picture of buying can catch the salesperson off his, or her guard.
Peter Viljoen: 
StartupSandy: 
the Senator: 
Martin Lindeskog: 
