Strategies For Identifying Hidden Requirements
Strategies you can employ to powerfully connect with the buyer's hidden agenda. That is the 'un-written' buyer requirements and their more fundamental underlying motivations that can make the difference between sales success and failure.…
How Well Are You Selling Change?
Your customer's fear of change could lengthen the sales cycle and maybe even jeopardize the sale. However, if handled correctly it can be an ally in winning the sale.…
Sellers: Are You A Control Freak, or A Puppet On A String?
There is a lot of talk of taking control in respect of selling. But is taking control always possible, even desirable? …
The Perils Of Misreading The Buying Process
Misreading the buying process is easy for sellers to do, but it can be costly. It happens because of gaps in the seller's knowledge of the steps, paperwork, review points, information requirements and so on.…
The Customer’s Hidden Agenda
What if your needs analysis is only scraping the surface? It may be effective in capturing a detailed list of product requirements and functional specifications, but that is not enough. Too often the buyer's more fundamental underlying needs and motivations remain hidden.…
Sellers: Don’t Wimp Out Because Of Their Process!
Don't get paralyzed by the buyer's process. Don't let it stop you selling. Even if your selling is limited to submitting a tender response, with little interaction with the buyer in advance, don't cast aside the basics of either solution selling or relationship selling.…
Selling To The Buyer’s Primary Ratio
Are you connecting with the number one metric used by CFOs and…
Sales Hopscotch: Turning Buying Process To Your Advantage
Buying has become increasing structured and process-driven. The steps in the buyer’s process therefore have a major bearing on the speed and indeed the success of the sale. But adopting a less rigid view of buying process is important if the salesperson is to do his, or her job well. It requires adopting a non-linear view of the sales process, or what we like to call sales hopscotch.…
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.…
Are You Waiting For The Customer To Call?
Sales in a dangerously reactive mode in many organizations. Indeed, research suggests that the seller is the initiator of contact in only a minority of instances - most opportunities are the result of the customer calling. In this insight we will explore the results and the implications of sales success. …
