Do Buyer Personalities Really Matter?
Buyer types and personalities features big in most sales books and training courses. After all, the buyer has a personality and that can also get in the way of the successful sale! A great many sales books and sales training courses tell the salesperson the he, or she must recognise and adapt to the […]
Caution: Buyers Are Weary Of Questions
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. […]
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 […]
Buyers Redefine Selling
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!
Buyer Types – Just how much can you tell from a limp handshake?
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, […]
Ready-To-WIMP-Out?
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!’
Welcome To Buyer Heaven
‘Buyers are in heaven right now’ proclaimed the country sales manager for one of the top 5 global IT vendors recently. But if buyers are in heaven, what does that mean for sellers?
Resolutions of a Buyer Turned Seller
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 […]
9 things unforgiving buyers don’t like
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 […]
All Marketing Is SPAM!
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 […]
Buyers Cringe As Telemarketing Numbers Rise
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 […]
Why Saying Buying Has Changed Is An Understatement
Buying has changed, that is little doubt about that. As salespeople we have witnessed first hand the changes and many of them have hurt us in the pocket. But add up all the changes and it amounts to something revolutionary. How Much Has Buying Changed? We all know that buying decisions are taking longer, that buyer […]
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