Ray Collis

The Ultimate ‘NO’ and How to Overcome It

The Ultimate ‘NO’ and How to Overcome It

Few people would accuse those in procurement roles as being ‘yes men’. But perhaps a direct ‘no’ is less common than people think. Those in procurement and finance have found a more effective way of stopping buyers (and those who want to sell to them) in their tracks. It is to ask for a cost-benefit […]

 Ray Collis

Selling in the Cloud – Building the Business Case for Your Solution

Selling in the Cloud – Building the Business Case for Your Solution

Buying IT has changed.  It is now as much a business decision as a technology decision and that makes the financial analysis of the costs and benefits and the return on investment very important.  The implication for those selling IT is that a technically oriented sales pitch is no longer enough! With a range of […]

 Ray Collis

Could The iPad Kill Solution Selling?

Could The iPad Kill Solution Selling?

The much publicized failure of one of the world’s largest iPad contract represents another ‘nail in the coffin’ of Solution Selling   You have heard people say that Solution Selling is dead. But what you probably don’t realize is that the iPad may be hastening its demise.     More specifically the much publicized failure […]

 Ray Collis

How Soon Can You Really Get Them ‘Across The Line’?

How Soon Can You Really Get Them ‘Across The Line’?

Buying decisions are often a lot more complex than sellers realize.  They can involve up to 5 stages – many of which do not involve the salesperson.  That has real implications for getting the deal across the line.

 John O' Gorman

Buyers Are Doing it For Themselves

Buyers Are Doing it For Themselves

To borrow from the lyrics of the popular song ‘buyers are doing it for themselves.’ They are ”standing on their own two feet and…’ identifying their requirements, defining the solution, writing the specification and building the business case. All this often takes place before they ever meet a vendor! This leaves the salesperson looking for a […]

 Ray Collis

Ready-To-WIMP-Out?

Ready-To-WIMP-Out?

If you are you are feeling a little hard done by because of the way of the today’s buyer we have a message for you: ‘it is time to get real!’

 John O' Gorman

BEWARE: There Is Always A Buying Process

BEWARE: There Is Always A Buying Process

Just because the steps involved in making a major purchase are not documented, does not mean that there is not a process, even a sophisticated one.

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