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. […]
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. […]
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 […]
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.
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…