Ray Collis

Could The iPad Kill Solution Selling?

Could The iPad Kill Solution Selling?

The much publicized failure of one of the world’s largest iPad contract represents another ‘nail in the coffin’ of Solution Selling   You have heard people say that Solution Selling is dead. But what you probably don’t realize is that the iPad may be hastening its demise.     More specifically the much publicized failure […]

 John O' Gorman

Buyers Are Doing it For Themselves

Buyers Are Doing it For Themselves

To borrow from the lyrics of the popular song ‘buyers are doing it for themselves.’ They are ”standing on their own two feet and…’ identifying their requirements, defining the solution, writing the specification and building the business case. All this often takes place before they ever meet a vendor! This leaves the salesperson looking for a […]

 John O' Gorman

From Sales Person to Trusted Advisor – Making The Transition

From Sales Person to Trusted Advisor – Making The Transition

Wouldn’t your job be a lot easier if your customers and prospects saw you as a trusted advisor, rather than a salesperson? Well if the answer is ‘yes’ then ‘Trust-Based Selling by Charles H. Green’s is a must read. Do Buyers Trust Salespeople? The reality is that the words ‘sales’ and ‘trust’ are rarely used […]

 John O' Gorman

Want to Build Trust? Then Minimise Buyer Risk

Want to Build Trust? Then Minimise Buyer Risk

Finding the issue of trust a little difficult to deal with? Well, look at it interms of the buyer’s risk can help. Specifically the risk of making the wrong buying decision and the consequences in terms of; embarrassment, annoyance and cost. Your concern for and efforts to reduce the buyer’s risk are probably the most effective […]

 Ray Collis

Ready-To-WIMP-Out?

Ready-To-WIMP-Out?

If you are you are feeling a little hard done by because of the way of the today’s buyer we have a message for you: ‘it is time to get real!’

 John O' Gorman

9 things unforgiving buyers don’t like

9 things unforgiving buyers don’t like

Buyers have heard it all before, which makes them a little more demanding. In short they are less forgiving when salespeople make any of the following mistakes: Not knowing enough about your own products, or the customer’s industry. The number one complaint of buyers is a lack of product knowledge on the part of sales […]

 Ray Collis

Buyer-Seller Relationships: We Ask Dr. Phil for Advice

Buyer-Seller Relationships: We Ask Dr. Phil for Advice

The straight talking TV psychologist Dr Phil Mc Graw would probably have a lot of say about the typical buyer-seller relationship. He might even go as far as calling some of them dysfunctional. After all, many buyer seller interactions are missing the following key ingredients: · Open communication · High levels of trust · High […]

 Ray Collis

All Marketing Is SPAM!

All Marketing Is SPAM!

Have you checked your spam folder recently?  No doubt it is full to the brim of Viagra ads, weight loss methods, casinos and such utterly worthless messages.  However, today’s definition of SPAM goes far beyond that of traditional junk mail to encompass most of today’s marketing.  That is to say most marketing is viewed by […]

 John O' Gorman

9 things unforgiving buyers don’t like

9 things unforgiving buyers don’t like

  Buyers have heard it all before, which makes them a little more demanding. In short they are less forgiving when salespeople make any of the following mistakes:   Not knowing enough about your own products, or the customer’s industry. The number one complaint of buyers is a lack of product knowledge on the part […]

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