John O' Gorman

The Perils Of Misreading The Buying Process

The Perils Of Misreading The Buying Process

Misreading the buying process is easy for sellers to do, but it can be costly. It happens because of gaps in the seller’s knowledge of the steps, paperwork, review points, information requirements and so on.

 John O' Gorman

What Are The Buyer’s Next Steps?

What Are The Buyer’s Next Steps?

Imagine if you could predict what the buyer was going to do next. Well you can! That is if you understand your customer’s buying process and the standard steps that are typically involved.

 John O' Gorman

The Top 10 Most Revealing Deal Questions

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?

 Ray Collis

Do You Know Your Buyer’s IQ?

Do You Know Your Buyer’s IQ?

The buyer’s knowledge state, what we call Buying IQ, is of vital concern to the salesperson in terms of adapting the sales approach, or pitch. It is also essential to accurately pre-qualifying, forecasting, sales opportunity and overall sales performance. Measuring Your Buyer’s Buying IQ The seller should start from the assumption that the buyer has […]

 Ray Collis

The Competitive Tender: Sellers Can’t Expect Buyers To Be Monogamous!

The Competitive Tender: Sellers Can’t Expect Buyers To Be Monogamous!

Don’t be taken aback when the buyer seeks competing quotes. Instead, only get surprised if he, or she doesn’t. A sales strategy that assumes buyer monogamy is a dangerous one. The Illusion Of The Monogamous Buyer! Sellers should never get complacent. Don’t let an apparent coziness fool you into thinking that the buyer is going to be monogamous! In […]

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