Don’t get paralyzed by the buyer’s process. Don’t let it stop you selling. Even if your selling is limited to submitting a tender response, with little interaction with the buyer in advance, don’t cast aside the basics of either solution selling or relationship selling.
Buying has become increasing structured and process-driven. The steps in the buyer’s process therefore have a major bearing on the speed and indeed the success of the sale.
But adopting a less rigid view of buying process is important if the salesperson is to do his, or her job well. It requires adopting a non-linear view of the sales process, or what we like to call sales hopscotch.
Imagine if you could predict what the buyer was going to do next. Well you can! That is if you understand your customer’s buying process and the standard steps that are typically involved.
Sales in a dangerously reactive mode in many organizations. Indeed, research suggests that the seller is the initiator of contact in only a minority of instances – most opportunities are the result of the customer calling. In this insight we will explore the results and the implications of sales success.
Behind many big purchases is a project. Indeed the purchase itself may be a project, with a set of steps, a project team, project milestones and so on. Adopting the project perspective on the sale is important from the perspective of qualifying and closing the sale.
Imagine you are asked as a sales manager to evaluate a key deal. How many pieces of information would you need in order to assess the likelihood of the deal closing as forecast?
More information is simply not enough to get the buyer to across the line – we all know that. If it was then we would write longer proposals and provide more detailed product sheets. In this insight we will use the latest buyer psychology to examine how to nudge the buyer towards a decision.
Sellers are not getting all the information that they need. They are being asked to prepare accurate forecasts and close deals while at the same time key information is being withheld. In this insight we will examine the types of information sellers are being denied and how it can be accessed.
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.
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.
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.
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.