Do Buyer Personalities Really Matter?
Buyer types and personalities features big in most sales books and training courses. After all, the buyer has a personality and that can also get in the way of the successful sale! A great many sales books and sales training courses tell the salesperson the he, or she must recognise and adapt to the […]
The Buyer Angle: What Makes a Good Supplier?
What makes a good supplier? Well, who better to ask than the buyer, or those who have written the bible of buying for UK Chartered Institute of Purchasing & Supply. Here are the answers: · Delivers on time · Provides consistent quality · Gives a good price · Has a stable background · Provides good […]
Will You Be Short-listed? How Buyer Screening Criteria Reduces Risk
There is increasing evidence that buyers are addressing risk up front in short-listing suppliers based on criteria, such as; Have you successfully completed projects of this scale and complexity before? How recently? Have you strong reference sites presently ’live’? Have you worked with companies of our size and in our industry before? How recently? What […]
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