http://buyer.sellerinsights.com Buyer Insights For Sellers From John O Gorman and Ray Collis of The ASG Group Thu, 16 May 2013 14:10:04 +0000 en hourly 1 http://wordpress.org/?v=3.3.2 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/2013/05/11/building-a-logical-argument-for-buying-your-solution/ http://buyer.sellerinsights.com/2013/05/11/building-a-logical-argument-for-buying-your-solution/#comments Sat, 11 May 2013 09:16:45 +0000 John O' Gorman http://buyer.sellerinsights.com/?p=7863 How do you build a logical argument for the purchase of your product or solution? One that can beat the competition, secure the budget and win the deal? As we will examine in this insight the formula is clear.]]> http://buyer.sellerinsights.com/2013/05/11/building-a-logical-argument-for-buying-your-solution/feed/ 0 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/2013/05/09/what-is-the-cost-of-an-extra-supplier/ http://buyer.sellerinsights.com/2013/05/09/what-is-the-cost-of-an-extra-supplier/#comments Thu, 09 May 2013 16:25:21 +0000 Ray Collis http://buyer.sellerinsights.com/?p=7807 The consolidation of suppliers can be seen as either an opportunity or a threat. In this insight we will calculate what a customer can save by cutting supplier numbers. These savings can be used to build a powerful argument for the customer to place more of their business with you. ]]> http://buyer.sellerinsights.com/2013/05/09/what-is-the-cost-of-an-extra-supplier/feed/ 0 http://buyer.sellerinsights.com/2013/05/03/new-perspectives-on-sales-success-research-from-rain-group/ http://buyer.sellerinsights.com/2013/05/03/new-perspectives-on-sales-success-research-from-rain-group/#comments Fri, 03 May 2013 09:27:00 +0000 John O' Gorman http://buyer.sellerinsights.com/?p=7754 Selling has entered a new more dynamic era. New methodologies are challenging old methodologies with increased levels of research and innovation among sales consulting and training organizations around the world.]]> http://buyer.sellerinsights.com/2013/05/03/new-perspectives-on-sales-success-research-from-rain-group/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/2013/04/24/how-to-sell-to-cold-reserved-buyers/ http://buyer.sellerinsights.com/2013/04/24/how-to-sell-to-cold-reserved-buyers/#comments Wed, 24 Apr 2013 10:52:05 +0000 John O' Gorman http://buyer.sellerinsights.com/?p=7648 Increasingly salespeople are reporting the demise of small talk and other social niceties in the buyer encounter. But, what does it mean for your relationship selling strategy?]]> http://buyer.sellerinsights.com/2013/04/24/how-to-sell-to-cold-reserved-buyers/feed/ 0