Why Buyers Buy

The buying decision and the business case.

 Ray Collis

The Ultimate ‘NO’ and How to Overcome It

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 […]

 Ray Collis

Buyers: Don’t be a Skinflint!

Buyers:  Don’t be a Skinflint!

The Lesson from Flint Michigan is: Be Cautious of Short Term Savings   The Presidential declaration of emergency in Flint Michigan offers lessons to buyers and sellers about the danger of short term savings that cost dear in long term.   An Old Term Gets New Meaning The term ‘skinflint’ has gained new meaning in recent times.  Traditionally it […]

 Ray Collis

Selling in the Cloud – Building the Business Case for Your Solution

Selling in the Cloud – Building the Business Case for Your Solution

Buying IT has changed.  It is now as much a business decision as a technology decision and that makes the financial analysis of the costs and benefits and the return on investment very important.  The implication for those selling IT is that a technically oriented sales pitch is no longer enough! With a range of […]

 Ray Collis

Want Your Customers To Spend More? Then don’t do this!

Want Your Customers To Spend More?  Then don’t do this!

The actions of two major European retailers demonstrate two alternative strategies for up-selling, or getting customers to spend more.

 Ray Collis

53% of IT Sellers Have Their ‘Heads In The Clouds’

53% of IT Sellers Have Their ‘Heads In The Clouds’

When it comes to the buyer’s business justification for the purchase of IT software, hardware or services, 53% of sellers have their ‘heads in the clouds’. Too many sellers are missing basic information such as the business rationale for the purchase or the buyer’s relevant numbers.  Many don’t even realize that these things are needed. For ever […]

 Ray Collis

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 procedures.    Some organizations are a dream to sell to,  while others are a nightmare.  The individuals involved may be nice to deal with, organized and professional.  However when it comes to […]

 Ray Collis

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 challenge for sellers that have dealt almost exclusively with the technical buyer in the past.  Adding some new words to the sales vocabulary is required.   Are You Speaking The […]

 Ray Collis

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.

 Ray Collis

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.

 Ray Collis

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

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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