There is a reason why buyers sit back and let salespeople do all the talking — it puts them in control. This is particularly the case because salespeople ask fewer questions when they are talking — questions that buyers may be slow to answer because of: • Political or other sensitivities. • Genuine information gaps. [...]
It is well worth taking a few minutes to check that your view of selling is the same as that of the buyer.
You may well be surprised to find that it is not!
Sellers have long been advised to adopt their sales approach to reflect the personality type of the buyer. But just how much can you tell from a limp handshake? Well if you put a lot of store in buyer personality types perhaps a lot! We are going to examine the four basic personality types in a moment, [...]
If you are you are feeling a little hard done by because of the way of the today’s buyer we have a message for you: ‘it is time to get real!’
The 4th of July may have come and gone, but for today’s more sophisticated buyers it is always Independence Day.
I had an interesting conversation last week with a professional buyer who joined a sales team selling into the transportation sector just before the markets went pop. Inevitably our conversation turned to 2010 and his very interesting resolution. Q: How has your organisation coped with the last 12 months? A: “We are alive and kicking and [...]
Buyers have heard it all before, which makes them a little more demanding. In short they are less forgiving when salespeople make any of the following mistakes: Not knowing enough about your own products, or the customer’s industry. The number one complaint of buyers is a lack of product knowledge on the part of sales [...]
Have you checked your spam folder recently? No doubt it is full to the brim of Viagra ads, weight loss methods, casinos and such utterly worthless messages. However, today’s definition of SPAM goes far beyond that of traditional junk mail to encompass most of today’s marketing. That is to say most marketing is viewed by [...]
I talked to a manager in one of the leading telemarketing agencies today. He told me of new offices opening worldwide and the addition of hundreds of new telemarketers. Needless I wished him and his team well. It was the only polite thing to do. However, privately I shuddered. Here is what I was really [...]
Seller Beware! Caveat Emptor, or buyer beware was the dominant concept for decades. No longer, the balance of power has shifted, with the seller reluctantly ceding control to a more sophisticated and cynical breed of buyer. Today it is the seller who must beware! The seller is no longer ‘the ringmaster’ of the sale, often being [...]
It is with just reason that buyers are skeptical of sellers and their ploys. The result is that they have developed a variety of means of keeping sellers in check. Here are some of the tips given by experienced buyers to their novice colleagues on the subject of managing sellers: 1. ‘Silence is golden!’, be [...]
(a) ‘Sales Weary’ Buyers Buyers are more skeptical of vendor sales; people, processes and promises than ever before. They don’t trust easily, or forget quickly- and with good reason. Buyers are increasingly ‘sales-weary’, so sellers take great care! (b) The Sins of Past Sales People Here is a simple reality that we as sellers need [...]
Much of traditional selling is based on the premise that the seller knows more than the buyer. Well, this assumption is increasingly being proven to be false. Today’s buyer is more skilled and experienced than ever before and that presents the salesperson with both opportunities and challenges. (a) Complex Decisions Require Skilled Managers Managers are [...]
Buyers have rewritten the rules of modern buying. They are adopting an increasingly structured and indeed scientific approach to how buying decisions are made. The result is new steps, people and even logic involved in the buying decision. The only problem is that most sellers are not aware of these changes. Without an understanding of [...]
Buyers have heard it all before, which makes them a little more demanding. In short they are less forgiving when salespeople make any of the following mistakes: Not knowing enough about your own products, or the customer’s industry. The number one complaint of buyers is a lack of product knowledge on the part [...]
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