Added on May 20, 2016
Ray Collis
Business Case Selling , Buyer-Seller Insights , justify the decision , Purchase Justification , Ray Collis
![The Ultimate ‘NO’ and How to Overcome It The Ultimate ‘NO’ and How to Overcome It](http://buyer.sellerinsights.com/wp-content/themes/patterns/timthumb.php?src=http%3A%2F%2Fbuyer.sellerinsights.com%2Fwp-content%2Fblogs.dir%2F4%2Ffiles%2F2016%2F05%2FSlide31.png&q=90&w=650&h=300&zc=1)
The Ultimate ‘NO’ and How to Overcome It
![The Ultimate ‘NO’ and How to Overcome It The Ultimate ‘NO’ and How to Overcome It](http://buyer.sellerinsights.com/wp-content/themes/patterns/timthumb.php?src=http%3A%2F%2Fbuyer.sellerinsights.com%2Fwp-content%2Fblogs.dir%2F4%2Ffiles%2F2016%2F05%2FSlide31.png&q=90&w=650&h=300&zc=1)
Few people would accuse those in procurement roles as being ‘yes men’. But perhaps a direct ‘no’ is less common than people think. Those in procurement and finance have found a more effective way of stopping buyers (and those who want to sell to them) in their tracks. It is to ask for a cost-benefit […]
Added on May 10, 2013
Ray Collis
approvals processes , Buying Process , Emotional Buyers , getting the decision sanctioned , justify the decision
![Helping Your Customers To Justify Their Decisions Helping Your Customers To Justify Their Decisions](http://buyer.sellerinsights.com/wp-content/themes/patterns/timthumb.php?src=http%3A%2F%2Fbuyer.sellerinsights.com%2Fwp-content%2Fblogs.dir%2F4%2Ffiles%2F2013%2F05%2Fjustify-the-decision.png&q=90&w=650&h=300&zc=1)
Helping Your Customers To Justify Their Decisions
![Helping Your Customers To Justify Their Decisions Helping Your Customers To Justify Their Decisions](http://buyer.sellerinsights.com/wp-content/themes/patterns/timthumb.php?src=http%3A%2F%2Fbuyer.sellerinsights.com%2Fwp-content%2Fblogs.dir%2F4%2Ffiles%2F2013%2F05%2Fjustify-the-decision.png&q=90&w=650&h=300&zc=1)
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.