Ray Collis

Sellers Beware: The Procurement Gap

Sellers Beware: The Procurement Gap

There is often a gap between how the buying decision should be made and how it is actually going to be made. That is between the buyers internal procedures, or external view of buying best practice and the everyday reality of rushed, or messy decisions. We call it the Procurement Gap. Helping the buyer to […]

 John O' Gorman

Sellers Are from Mars and Buyers Are from Venus, Right?

Sellers Are from Mars and Buyers Are from Venus, Right?

We are continually moving between the buyer and seller side of the table in order to understand the requirements of both sides as they evolve. Indeed, a constant theme of our presentations, talks and articles, is the great irony that sales success requires a greater focus on the buying, as opposed to the selling. After […]

 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

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 […]

 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 […]

 Ray Collis

Great News! The Era of the Sales Pitch is over!

Great News! The Era of the Sales Pitch is over!

Buyers and sellers alike are breathing a sigh of relief as the era of the sales pitch comes to a end. Evidence of the decline can be seen in the growing preference for conversations over presentations as sales people seek to truly engage with potential customers. Don’t Pitch Unless Your Customer is Ready! The sales […]

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