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 […]
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 […]
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 […]
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 […]
In an effort to minimize risk buyers are taking smaller steps as they progress towards major buying decisions.
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. […]
‘Helping the buyer to buy’ may sound soft, compared to pitching, persuading and closing for example. However, the reality couldn’t be more different.
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. [ […]