The Ultimate ‘NO’ and How to Overcome It
Few people would accuse those in procurement roles as being ‘yes men’. But perhaps a direct ‘no’ is less common than people think. Those in procurement and finance have found a more effective way of stopping buyers (and those who want to sell to them) in their tracks. It is to ask for a cost-benefit […]
Buyers Say: ‘Interactions with Sales People Can Add More Value’
‘Insights Selling’ Could Triple Your Sales Success Says New Book
Are Sellers Adding Value? Most buyers say ‘NO.’ The results of research with buyers shows that interactions with salespeople are falling short of what is expected. In particular they are failing to offer new ideas and insights that really help the customer to buy. A new book by the Rain Group (called Insight […]
The Importance Of Offering Options In Your Sales Proposals
Choice is good. That is a fundamental principle of western economics. However research now suggests that the choices contained within your sales proposals and quotations can have an important role in determining success.
The Beermat Business Case
Being able to build the business case for your solution is an important sales skill. However the traditional approach to developing the business case fails more often than it succeeds. To address this problem sellers need to start the business case conversation much earlier. They need to adopt ‘beermat’ business case principles because they can’t […]
The Ultimate Challenger Sale
In 2012 sellers were advised to challenge their customers. Now it is time to take the challenger salesperson to the next level – to help the buyer to overcome the growing internal challenges faced in making the decision and getting it sanctioned.
Can Sellers Really Help Buyers To Buy?
Can Sellers Really Help Buyers To Buy? Well, if you listen to buyers the answer is a disappointing ‘no’.
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.
Traditional Sales Skills Can Be Part of The Problem, Not The Solution
If you are still focused on selling skills, then you are missing the bigger picture. That is because the role of traditional selling skills in sales success has been sidelined. A great number of them are outdated and outmoded. Indeed if you listen to your prospects, they may be the problem, rather than the solution. […]
The Ultimate Test of The Sales Pro: Helping Buyers To Buy
‘Helping the buyer to buy’ may sound soft, compared to pitching, persuading and closing for example. However, the reality couldn’t be more different.
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 […]
Myth #1: It’s All About Selling!
Many sellers have spent too long on one side of the table to be able to relate to buyers and exactly what they are thinking. They need to stop looking at selling through a sales-centered lens. (a) It’s About Buying! ‘It’s the economy, stupid!’ is a phrase that played an important role in the election […]
Helping The Buyer To Go Faster
Understandably accelerating the sale is an obsession for sellers at this time. However, as every professional salesperson knows when buyers are pushed, they push backtwice as hard. One thing is increasingly clear – buyers won’t be rushed into a decision, especially not the wrong decision. A sales cycle that is progressing slowly needs more interaction not […]
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