http://buyer.sellerinsights.com Buyer Insights For Sellers From John O Gorman and Ray Collis of The ASG Group Thu, 23 May 2013 10:07:37 +0000 en hourly 1 http://wordpress.org/?v=3.3.2 http://buyer.sellerinsights.com/2013/05/23/9-new-ways-to-nudge-your-customer-to-buy/ http://buyer.sellerinsights.com/2013/05/23/9-new-ways-to-nudge-your-customer-to-buy/#comments Thu, 23 May 2013 10:04:55 +0000 Ray Collis http://buyer.sellerinsights.com/?p=7947 More information is simply not enough to get the buyer to across the line - we all know that. If it was then we would write longer proposals and provide more detailed product sheets. In this insight we will use the latest buyer psychology to examine how to nudge the buyer towards a decision.]]> http://buyer.sellerinsights.com/2013/05/23/9-new-ways-to-nudge-your-customer-to-buy/feed/ 0 http://buyer.sellerinsights.com/2013/05/14/understanding-buyer-psychology/ http://buyer.sellerinsights.com/2013/05/14/understanding-buyer-psychology/#comments Tue, 14 May 2013 13:05:01 +0000 Ray Collis http://buyer.sellerinsights.com/?p=7874 Buying decisions are generally more complex than they may at first appear. We look behind the buyer's stated rationale for the decision and to uncover the psychology that is often hidden.]]> http://buyer.sellerinsights.com/2013/05/14/understanding-buyer-psychology/feed/ 1 http://buyer.sellerinsights.com/2013/05/10/helping-your-customers-to-justify-their-decisions/ http://buyer.sellerinsights.com/2013/05/10/helping-your-customers-to-justify-their-decisions/#comments Fri, 10 May 2013 08:30:18 +0000 Ray Collis http://buyer.sellerinsights.com/?p=7817 Sellers must make sure that the buyer is in a position to justify the decision. Otherwise the risk of a stalled deal increases greatly. This is particularly important when decisions are driven by instinct or emotion.]]> http://buyer.sellerinsights.com/2013/05/10/helping-your-customers-to-justify-their-decisions/feed/ 0 http://buyer.sellerinsights.com/2013/05/03/what-can-scientists-tell-us-about-how-decisions-are-really-made/ http://buyer.sellerinsights.com/2013/05/03/what-can-scientists-tell-us-about-how-decisions-are-really-made/#comments Fri, 03 May 2013 14:05:18 +0000 Ray Collis http://buyer.sellerinsights.com/?p=7656 Today we have a better understanding of how people make decisions. That is thanks to a emerging science of human decision making. Influence and persuasion once an art is now a science. ]]> http://buyer.sellerinsights.com/2013/05/03/what-can-scientists-tell-us-about-how-decisions-are-really-made/feed/ 0 http://buyer.sellerinsights.com/2013/05/01/is-there-pressure-on-your-buyers-numbers/ http://buyer.sellerinsights.com/2013/05/01/is-there-pressure-on-your-buyers-numbers/#comments Wed, 01 May 2013 16:30:40 +0000 Ray Collis http://buyer.sellerinsights.com/?p=7688 ‘What is the pressure on your buyer’s numbers?’ As a salesperson that is an important question for you to ask. ]]> http://buyer.sellerinsights.com/2013/05/01/is-there-pressure-on-your-buyers-numbers/feed/ 0 http://buyer.sellerinsights.com/2013/05/01/where-have-all-the-savings-gone-buyer-leakages-as-sales-opportunities/ http://buyer.sellerinsights.com/2013/05/01/where-have-all-the-savings-gone-buyer-leakages-as-sales-opportunities/#comments Wed, 01 May 2013 16:26:45 +0000 Ray Collis http://buyer.sellerinsights.com/?p=7714 Procurement is under pressure to continually cut costs. However a high level of leakage makes delivering fully on promised savings a challenge. That presents the seller with a number of opportunities.]]> http://buyer.sellerinsights.com/2013/05/01/where-have-all-the-savings-gone-buyer-leakages-as-sales-opportunities/feed/ 0 http://buyer.sellerinsights.com/2013/05/01/selling-to-busy-buyers-whats-your-decision-simplification-strategy/ http://buyer.sellerinsights.com/2013/05/01/selling-to-busy-buyers-whats-your-decision-simplification-strategy/#comments Wed, 01 May 2013 13:54:18 +0000 Ray Collis http://buyer.sellerinsights.com/?p=7655 Research into the science of decision making tells us that customers often simplify the basis on which buying decision are made. It is important for the seller to understand the buyer's decision simplification strategy and to tailor their proposition accordingly.]]> http://buyer.sellerinsights.com/2013/05/01/selling-to-busy-buyers-whats-your-decision-simplification-strategy/feed/ 0 http://buyer.sellerinsights.com/2013/04/29/is-relationship-selling-under-attack/ http://buyer.sellerinsights.com/2013/04/29/is-relationship-selling-under-attack/#comments Mon, 29 Apr 2013 10:57:11 +0000 John O' Gorman http://buyer.sellerinsights.com/?p=7578 Relationships are an essential ingredient of successful selling. But will your relationship survive a change in the customers strategy, increasing budgetary pressures or the involvement of procurement? In this insight we examine the challenges to relationship selling and how they can be met.]]> http://buyer.sellerinsights.com/2013/04/29/is-relationship-selling-under-attack/feed/ 0 http://buyer.sellerinsights.com/2013/04/04/the-cost-saver-menu/ http://buyer.sellerinsights.com/2013/04/04/the-cost-saver-menu/#comments Thu, 04 Apr 2013 15:21:04 +0000 John O' Gorman http://buyer.sellerinsights.com/?p=7420 Imagine if you could give the buyer a menu of ways to save money, other than cutting your margins. This insight shows you how.]]> http://buyer.sellerinsights.com/2013/04/04/the-cost-saver-menu/feed/ 0 http://buyer.sellerinsights.com/2013/02/21/are-you-using-the-ikea-effect-to-help-them-buy/ http://buyer.sellerinsights.com/2013/02/21/are-you-using-the-ikea-effect-to-help-them-buy/#comments Thu, 21 Feb 2013 10:06:12 +0000 John O' Gorman http://buyer.sellerinsights.com/?p=7113 The IKEA Effect provides a clear warning to sellers – ensure the buyer is involved in the process of defining, building, or tailoring your product, or at least in the process of purchase and justification.]]> http://buyer.sellerinsights.com/2013/02/21/are-you-using-the-ikea-effect-to-help-them-buy/feed/ 0