Why Buyers Buy

The buying decision and the business case.

Selling To Teams:  Lessons From Sport

Selling To Teams: Lessons From Sport

Some organizations don’t do team work very well. That is a problem in the context of collaborative buying decisions, cross functional buying committees and internal approvals…

Selling Higher: Your Essential ‘C Level’ Glossary

Selling Higher: Your Essential ‘C Level’ Glossary

The reality is that today’s more business focused senior buyers talk quite a different language to the junior, often more technical buyer.  That poses a…

Misreading The Buyer’s Motivation

Misreading The Buyer’s Motivation

Many sellers underestimate the buying decision. They fail to see that it is underpinned by a more complex business decision. As a result the most powerful sales technique – the business case - is all too often overlooked.…

Strategies For Identifying Hidden Requirements

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?

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.…

 Ray Collis

WHY Buying Decisions Are Really Made

WHY Buying Decisions Are Really Made

Using what we now know about WHY buying decisions are made to boost your sales success.

 Ray Collis

The Customer’s Hidden Agenda

The Customer’s Hidden Agenda

Is Your Needs Analysis Only Scraping The Surface?

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.

 John O' Gorman

Selling To The Buyer’s Primary Ratio

Selling To The Buyer’s Primary Ratio

Are you connecting with the number one metric used by CFOs and CEOs to measure business performance and to guide important decisions – including big purchases or investments? Here we will examine how talking ROCE with the buyer can boost your sales success. Return On Capital Employed The primary ratio is ROCE or Return On [...]

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