The 5 steps model of buying is a one dimensional picture of buying can catch the salesperson off his, or her guard.
Understandably accelerating the sale is an obsession for sellers at this time. However, as every professional salesperson knows when buyers are pushed, they push backtwice as hard. One thing is increasingly clear – buyers won’t be rushed into a decision, especially not the wrong decision. A sales cycle that is progressing slowly needs more interaction not […]
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!’
Just because the steps involved in making a major purchase are not documented, does not mean that there is not a process, even a sophisticated one.
‘Buyers are in heaven right now’ proclaimed the country sales manager for one of the top 5 global IT vendors recently. But if buyers are in heaven, what does that mean for sellers?
The UK press puts UK public sector buying under the microscope resulting in some fascinating insights to the nature of public procurement decisions and an impetus for better buying.