What Science Tells Us About The Speed Of Buying
Today’s buyers are slower to decide and that makes sales cycles longer. That sounds like a statement of the obvious, but it is actually grounded in our most up-to-date understanding of the workings of the human brain. Scientists Reveal The True Speed Of Buying You don’t need to understand cognitive science in order to know […]
Get Yourself A New Friend – An Accountant!
Selling to today’s numbers-obsessed buyers requires a new dexterity with numbers. But that poses a challenge for many salespeople. Could you sit down with an accountant (or accountant-type) for 30 mins and absolutely convince him, or her about the merits of your solution? That is a key measure of the type of skill required to sell […]
Sellers: Are You Leaving Your Buyer Naked?
Many sellers are leaving their buyers naked! They are getting them excited about their solutions and then letting them go off unprepared to their senior management colleagues looking for approval. The Naked Buyer Typical sales proposals fail to provide buyers with the basic undergarments in terms of the justification required for the buying decision. That […]
Sales Maths: How Well Are You Using Numbers To Increase Your Sales?
Sales people have long excelled at relationship building and communication, but to be truly persuasive in the face of modern buying sellers need a new skill. That skill is maths. But just how good is your sales maths? Could using numbers help you sell more? Selling To Numbers-Obsessed Buyers Today’s buyers are more hard-nosed, results driven and […]
Price Negotiation: The Buyer’s Broken Calculator
To reduce price discounting sellers need to focus on how buyers do their maths.
Contract Compliance – Implications For Sellers
Buyers are getting better at managing their contracts with suppliers. In this article we will example the implications for sellers of the new focus on contract management. We are all aware of the increased attention paid by buyers to the issue of benefits realisation and the drive to ensure that the promised savings […]
The New Buyer Obsession: Benefits Realization
Buyers have a new obsession. It is called ‘benefits realization’, or alternatively ‘benefits delivery’. They have lost faith that promises made before the sale will actually materialize and are determined to intervene to ensure that they do. Buyers Become Benefits-Obsessed It makes no sense for organizations to spend many months in planning the right […]
How To Make Your ROI More Buyer-Friendly
As with building skyscrapers, the temptation for sellers in building a business case is to add another floor of benefits in a bid to achieve the highest possible ROI for the buyer. However, it is important to remember that the higher the ROI, the greater the danger of the buyer simply toppling your figures. With this in mind, you need to help the buyer create a more credible business case on three levels…
Buyers Are Taking ‘Baby Steps’
In an effort to minimize risk buyers are taking smaller steps as they progress towards major buying decisions.
Are Buyers Really Obsessed With Price?
As a salesperson it is easy to assume that buyers are obsessed with price, or more to the point getting the lowest price. But is that really true? Is it perhaps too easy to blame our sales failures on an unreasonable buyer obsession with price? Well, let’s ask buyers and in particular public sectors buyers. […]
The Ultimate Test of The Sales Pro: Helping Buyers To Buy
‘Helping the buyer to buy’ may sound soft, compared to pitching, persuading and closing for example. However, the reality couldn’t be more different.
Pipeline Opportunities: Can You Spot The Warning Signals?
Based on a review of hundreds of pipeline opportunities we have spotted some common early warning signals that an opportunity may be at risk. Use the list to review your top three sales opportunities. Tick the items that are relevant to the opportunity you are considering. 1. Don’t have access to all the stakeholders. [ […]
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