The Top 10 Most Revealing Deal Questions
Imagine you are asked as a sales manager to evaluate a key deal. How many pieces of information would you need in order to assess the likelihood of the deal closing as forecast?
It’s Official: Procrastination Is Good For Buying!
Sellers battle procrastinating buyers every day in the hope of meeting this quarter’s target. But as a new book reveals there is a good reason for buyers to want to delay a decision. It is a classic case of buyer as a tortoise and seller as a hare. Selling To The Procrastinating Buyer Understandably sellers […]
Think Cost of Buying, Not Cost of Selling!
The cost of selling to an organization is only a fraction of the cost of that organisation’s buying decision. For example where a major buying decision involves 3 competing suppliers, the time that the seller spends with the buyer has to be multiplied by 3, with the buyer allocating time to each of the suppliers […]
From Sales Person to Trusted Advisor – Making The Transition
Wouldn’t your job be a lot easier if your customers and prospects saw you as a trusted advisor, rather than a salesperson? Well if the answer is ‘yes’ then ‘Trust-Based Selling by Charles H. Green’s is a must read. Do Buyers Trust Salespeople? The reality is that the words ‘sales’ and ‘trust’ are rarely used […]
Want to Build Trust? Then Minimise Buyer Risk
Finding the issue of trust a little difficult to deal with? Well, look at it interms of the buyer’s risk can help. Specifically the risk of making the wrong buying decision and the consequences in terms of; embarrassment, annoyance and cost. Your concern for and efforts to reduce the buyer’s risk are probably the most effective […]
9 things unforgiving buyers don’t like
Buyers have heard it all before, which makes them a little more demanding. In short they are less forgiving when salespeople make any of the following mistakes: Not knowing enough about your own products, or the customer’s industry. The number one complaint of buyers is a lack of product knowledge on the part of sales […]
Buyer-Seller Relationships: We Ask Dr. Phil for Advice
The straight talking TV psychologist Dr Phil Mc Graw would probably have a lot of say about the typical buyer-seller relationship. He might even go as far as calling some of them dysfunctional. After all, many buyer seller interactions are missing the following key ingredients: · Open communication · High levels of trust · High […]
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 […]
9 things unforgiving buyers don’t like
Buyers have heard it all before, which makes them a little more demanding. In short they are less forgiving when salespeople make any of the following mistakes: Not knowing enough about your own products, or the customer’s industry. The number one complaint of buyers is a lack of product knowledge on the part […]
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