Added on February 21, 2013
John O' Gorman
Buyer Involvement , Buying Process , Consultative Sale , IKEA Effect , purchase decision , Purchase Justification
![Are You Using The IKEA Effect To Help Them Buy? Are You Using The IKEA Effect To Help Them Buy?](http://buyer.sellerinsights.com/wp-content/themes/patterns/timthumb.php?src=http%3A%2F%2Fbuyer.sellerinsights.com%2Fwp-content%2Fblogs.dir%2F4%2Ffiles%2F2013%2F02%2Fikea-effect.png&q=90&w=650&h=300&zc=1)
The IKEA Effect provides a clear warning to sellers – ensure the buyer is involved in the process of defining, building, or tailoring your product, or at least in the process of purchase and justification.
Added on November 15, 2010
John O' Gorman
Business Case , influence , inner secrets , purchase decision , question , seller , territory , trust
![Should You Ask ‘What Is Your Buying Process?’ Should You Ask ‘What Is Your Buying Process?’](http://buyer.sellerinsights.com/wp-content/themes/patterns/timthumb.php?src=http%3A%2F%2Fbuyer.sellerinsights.com%2Fwp-content%2Fblogs.dir%2F4%2Ffiles%2F2010%2F10%2FAsk_About_Buying_Process.jpg&q=90&w=650&h=300&zc=1)
Typically, salespeople wonder if asking ‘what is your buying process?’ is a question that will either startle, or draw a blank stare from the buyer.
Added on November 15, 2010
John O' Gorman
money , priority , purchase decision , remit , salespeople
![The Ultimate Test of The Sales Pro: Helping Buyers To Buy The Ultimate Test of The Sales Pro: Helping Buyers To Buy](http://buyer.sellerinsights.com/wp-content/themes/patterns/timthumb.php?src=http%3A%2F%2Fbuyer.sellerinsights.com%2Fwp-content%2Fblogs.dir%2F4%2Ffiles%2Ffotolia%2F10-11%2Fbusiness_meeting.jpg&q=90&w=650&h=300&zc=1)
‘Helping the buyer to buy’ may sound soft, compared to pitching, persuading and closing for example. However, the reality couldn’t be more different.
Added on April 14, 2010
Ray Collis
budget , decisions , extra care , purchase decision
![Just How Risky Is The Purchase? A Checklist Just How Risky Is The Purchase? A Checklist](http://buyer.sellerinsights.com/wp-content/themes/patterns/timthumb.php?src=http%3A%2F%2Fbuyer.sellerinsights.com%2Fwp-content%2Fblogs.dir%2F4%2Ffiles%2Ffotolia%2F10-11%2Frisk.jpg&q=90&w=650&h=300&zc=1)
Some buying decisions are more risky for the buyer than others and obviously that is of concern to the seller because risk can be a major banana-skin. The perceived level of risk associated with the purchase decision is greatest where: 1 The buying decision is new (as opposed to for example a repeat purchase) 2 […]