Ray Collis

Buyer OCD: The Obsession With Lowest Price

Buyer OCD: The Obsession With Lowest Price

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. […]

 Ray Collis

Get Yourself A New Friend – An Accountant!

Get Yourself A New Friend – An Accountant!

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 […]

 John O' Gorman

Price Negotiation: The Buyer’s Broken Calculator

Price Negotiation: The Buyer’s Broken Calculator

To reduce price discounting sellers need to focus on how buyers do their maths.

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The latest research on how buyers buy
Who makes the buying decision