Finding Yourself In The Procurement Sandwich?
You can see the finishing line, and your sponsor is telling you they are ready to buy. So, it is that the many months of groundwork seem ready to pay off. You had allowed (in your costings) for the discount that has been agreed and negotiation around terms has thankfully left your original proposal relatively […]
Sellers Look Out for Buyer Cold Feet
Sales people are increasingly learning that there is no such thing as a ‘sure thing’ sale. That is because as the sale approaches the buyer can get ‘cold feet’ and the salesperson may be the last person to know about it. For example, the salesperson’s proposal, presentation and price beats the competition, but somebody on the […]
Bewildered By Today’s Buyers?
Buyers have rewritten the rules of modern buying. They are adopting an increasingly structured and indeed scientific approach to how buying decisions are made. The result is new steps, people and even logic involved in the buying decision. The only problem is that most sellers are not aware of these changes. Without an understanding of […]