Uncategorized

 John O' Gorman

Buyers Are Taking ‘Baby Steps’

Buyers Are Taking ‘Baby Steps’

In an effort to minimize risk buyers are taking smaller steps as they progress towards major buying decisions.

 John O' Gorman

Want to Build Trust? Then Minimise Buyer Risk

Want to Build Trust? Then Minimise Buyer Risk

Finding the issue of trust a little difficult to deal with? Well, look at it interms of the buyer’s risk can help. Specifically the risk of making the wrong buying decision and the consequences in terms of; embarrassment, annoyance and cost. Your concern for and efforts to reduce the buyer’s risk are probably the most effective […]

 Ray Collis

Buyers Ask: Will You Help Me Get Promoted?

Buyers Ask:  Will You Help Me Get Promoted?

Buyers want to know is ‘will your products and services get me promoted, or demoted?’

 John O' Gorman

Buyers Have Funnels Too!

Buyers Have Funnels Too!

Sales people are not the only ones who have funnels, buyers have them too!  I will let the IT Director of a large multi-national explain: ‘Last year we had 300 million worth of projects for consideration across the organisation, but only a budget of 100 million.   That meant we were faced with some very hard […]

 Ray Collis

How to Maximise the Success of Your Sales Calls

How to Maximise the Success of Your Sales Calls

In the present environment, salespeople are delighted with the opportunity to meet with anybody who expresses an interest. But, what exactly is the purpose of that first meeting and how to maximise its success? For example, how speedily can you qualify the opportunity? To help you we have pulled some of the key points from […]

 Ray Collis

Win, Lose, or worse of all Stalled!

Win, Lose, or worse of all Stalled!

There was a time when the worst that could happen to a salesperson was that he, or she would lose the sale. But, even more dreaded are those sales cycles that are stalled. A stage cycle gets to the stage where a salespeople needs closure. That is a definitive yes, or no, that would enable […]

 John O' Gorman

Think Business Case Not Sales Proposal

Think Business Case Not Sales Proposal

Would you be surprised to know that many large organizations require a business case for purchases of as little as €20,000? Probably not. As one salesperson told us recently; ‘I have seen more business cases in the past year than I have in the previous 19 years’. With budgets being squeezed in response to the […]

 Ray Collis

Are Buyers and Sellers Really on the Same Page?

Are Buyers and Sellers Really on the Same Page?

You know the song ‘you say tomato, I say tomatoe – let’s call the whole thing off!’.  Well buyers sometimes feel that way when dealing with salespeople. For example, when it comes to looking at orders and how they are won, there is a fundamental duality between vendors and buyers.  Here is why: Vendors are […]

 John O' Gorman

Selling Is Only Half The Solution!

Selling Is Only Half The Solution!

As a profession we are continually focused on selling, new sales strategies and techniques, pre-qualifying the sale, accelerating the sale and even closing the sale. But, selling is only half the solution! As a profession we are discovering there is a whole lot more…

 John O' Gorman

Is Sales The Engine Of Your Business?

Is Sales The Engine Of Your Business?

Many companies are facing an uphill struggle to regain lost ground in respect of sales and profits as world markets slowly return to growth.  But, which companies are best positioned to return to accelerate out of the recession? Not an easy matter to predict you would imagine, or maybe the answer is the extent to […]

 Ray Collis

Vorsprung Der Sales Technic!

Vorsprung Der Sales Technic!

Two decades ago an advertising executive took a factory sign and turned it into one of the most globally recognised of marketing slogans.  The slogan wasn’t even in English!   It means ‘progress through technology’,  but is more familiar to us all as ‘vorsprung der technic’ – the Audi trade mark. Progress through sales technology! A […]

 John O' Gorman

Buyers Are In ‘Play It Safe!’ Mode

Buyers Are In ‘Play It Safe!’ Mode

(a) ‘Playing it Safe’ For buyers this is the era of ‘playing it safe’.  The cost – benefits equation calculated in respect of each major purchase decision has a vital new dimension – that of risk.  This is having a major impact on the nature of decision making. The appetite for risk has diminished greatly.  […]

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