Research into the science of decision making tells us that customers often simplify the…
Relationships are an essential ingredient of successful selling. But will your relationship survive…
There is a new measure of buyer – seller collaboration. It is called Sales…
Buying decisions are generally more complex than they may at first appear. We look…
Sellers must make sure that the buyer is in a position to justify the…
‘What is the pressure on your buyer’s numbers?’ As a salesperson that is an…
Why more of your customers are conforming to a new global procurement standard. Sellers…
We don't know of a visual that more accurately reflects the new realities of…
Organizations are increasingly structuring their procurement in terms of key categories. This new state…
Some sellers display a surprising reluctance to ask for the order. Others are not so shy, but ask for the order in a way that can put the buyer off. In this article we examine the best way of asking for the order. The Trouble With Closing Closing techniques from the ‘always be closing’ school [...]
