The Buyers Steps

The steps and stages involved in the buying decision

 John O' Gorman

Selling Like Columbus – Overcoming The Challenges Of Mapping The Deal

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. [...]

 Ray Collis

How To Tighten Your Grip On The Sale

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 [...]

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