Added on September 10, 2015
Needs Analysis , Solution Selling
What are the principles of world-beating solution selling? Well, here communicate them using a rich metaphor – one that you won’t easily forget. It is Jefferson’s Octopus In A Wheelbarrow! Jefferson Thomas Jefferson, was a founding father, lead author of the Declaration of Independence and 3rd President of the United States of America. […]
Added on August 8, 2013
Business Case , Buying Process , Buying Psychology , Buying Rationale , Needs Analysis , Requirements Definition , The Hidden Agenda
Strategies you can employ to powerfully connect with the buyer’s hidden agenda. That is the ‘un-written’ buyer requirements and their more fundamental underlying motivations that can make the difference between sales success and failure.
Added on July 14, 2013
Buyer Emotions , Buyer Motivations , Buyer Psychology , Buying Process , Needs Analysis , Sales Process
Is Your Needs Analysis Only Scraping The Surface?
What if your needs analysis is only scraping the surface? It may be effective in capturing a detailed list of product requirements and functional specifications, but that is not enough. Too often the buyer’s more fundamental underlying needs and motivations remain hidden.
Added on June 28, 2013
Buying Process , Competitive Tender , Featured , Needs Analysis , Relationship Selling , Sales Hopscotch , Sales Process , Sales Success , Solution Definition , Solution Selling , Strategic 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.
Added on August 16, 2010
John O' Gorman
Buyer Needs , Needs Analysis , Requirements Definition , Solution Definition
Too many salespeople limit their success by adopting a myopic view of how their solutions will be employed by customers. In particular they fail to consider all those ingredients –particularly people and process – that are required to ensure their customer’s success. The Custmer Sees in 3 Dimensions: The customer has a problem, which as […]
Added on August 7, 2010
Buyer Self Concept , Needs Analysis , Perceived Need , self examination
A salesperson’s needs to hold a mirror up to the buyer in order to fully understand his, or her needs. The objective is a two-fold one: 1. To understand what buyers sees as their needs so that they can be resolved by the seller’s solution 2. To shape that view by raising buyer awareness through […]