Added on August 3, 2012
Ray Collis
Buying Decision , Price Negotiation , Pricing Strategy , Procurement , Sales Meetings
![Buyer OCD: The Obsession With Lowest Price Buyer OCD: The Obsession With Lowest Price](http://buyer.sellerinsights.com/wp-content/themes/patterns/timthumb.php?src=http%3A%2F%2Fbuyer.sellerinsights.com%2Fwp-content%2Fblogs.dir%2F4%2Ffiles%2F2012%2F07%2FPRICE-OBSESSION-bi.png&q=90&w=650&h=300&zc=1)
More and more buyers are being diagnosed with Price OCD, or Obsessive Compulsive Disorder. It is causing increased anxiety even frustration among salespeople. Buyer OCD is a diagnosis offered by salespeople who are witnessing first hand the ongoing buyer obsession with price and the compulsive; price checking, competitive tendering and price re-negotiation, that accompanies it. […]
Added on July 20, 2012
Ray Collis
Business Case , Price Negotiation , Sales Management , Sales Proposition , Sales Team
![Get Yourself A New Friend – An Accountant! Get Yourself A New Friend – An Accountant!](http://buyer.sellerinsights.com/wp-content/themes/patterns/timthumb.php?src=http%3A%2F%2Fbuyer.sellerinsights.com%2Fwp-content%2Fblogs.dir%2F4%2Ffiles%2F2012%2F07%2Facountant4.png&q=90&w=650&h=300&zc=1)
Selling to today’s numbers-obsessed buyers requires a new dexterity with numbers. But that poses a challenge for many salespeople. Could you sit down with an accountant (or accountant-type) for 30 mins and absolutely convince him, or her about the merits of your solution? That is a key measure of the type of skill required to sell […]
Added on July 11, 2012
John O' Gorman
Business Case , Buying Process , Price Negotiation , sales meeting
![Price Negotiation: The Buyer’s Broken Calculator Price Negotiation: The Buyer’s Broken Calculator](http://buyer.sellerinsights.com/wp-content/themes/patterns/timthumb.php?src=http%3A%2F%2Fbuyer.sellerinsights.com%2Fwp-content%2Fblogs.dir%2F4%2Ffiles%2F2012%2F07%2Fbuyer-calcuatorBI.gif&q=90&w=650&h=300&zc=1)
To reduce price discounting sellers need to focus on how buyers do their maths.