Added on May 20, 2016
Business Case Selling , Buyer-Seller Insights , justify the decision , Purchase Justification , Ray Collis
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 […]
Added on January 17, 2016
Buying Decisions , Cost Savings , False Savings , Flint Michigan , State of Emergency
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 […]
Added on October 26, 2015
Business Case , IT Business Case , Ray Collis , SAAS , Selling in the Cloud , Selling IT
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 […]
Added on October 10, 2014
Cross-selling , Sales Success , Save More , Selling , Spend More , Up-selling
The actions of two major European retailers demonstrate two alternative strategies for up-selling, or getting customers to spend more.
Added on October 1, 2014
Business Case for IT , Buyer Research , Buying IT , Sales Book , Selling 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 […]
Added on April 8, 2014
Buying Team , Dysfunctional Buying Teams , politics , Relationship Selling , Sales Success , Sell Higher & Wider , Selling To Teams
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 […]
Added on November 24, 2013
Business Buyer , Business Impact , Business Results , C-Level , New Buyer , Sales Vocabulary , sell higher
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 […]
Added on August 8, 2013
Business Case , Buying Decision , Buying Process , Sales Process , Sales Success
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.
Added on August 8, 2013
Business Case , Buying Process , Buying Psychology , Buying Rationale , Needs Analysis , Requirements Definition , The Hidden Agenda
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.
Added on August 8, 2013
Buyer Psychology , change , Customer Adoption , fear , Fear of Change , Sales Skills , Sales Success
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.
Added on July 14, 2013
Buyer Emotions , Buyer Motivations , Buyer Psychology , Buying Process , Needs Analysis , Sales Process
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.
Added on June 29, 2013
John O' Gorman
Business Impact , Business Performance , ROCE , ROI , 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 […]