Don’t get paralyzed by the buyer’s process. Don’t let it stop you selling. Even if your selling is limited to submitting a tender response, with little interaction with the buyer in advance, don’t cast aside the basics of either solution selling or relationship selling.
Your customer will weigh up the alternatives and select the the best price-value mix, right? Well, perhaps not always.
Research suggests that there is less rational-analytical dimension to the choice-making process. More importantly it shows how the seller can use this to sway the buyer’s decision.
Communicating your value to today’s hard-nosed buyers can be a real challenge. You know that your marketing literature won’t do it. You know that your sales pitches and proposals must. Price Versus Value Many buyers have an almost single-minded obsession with price. That makes moving the conversation off price and onto value the seller’s priority. But […]
How do you build a logical argument for the purchase of your product or solution? One that can beat the competition, secure the budget and win the deal? As we will examine in this insight the formula is clear.
Recent scientific discoveries and how they were communicated to the world can provide lessons on how to sell. So, are you selling like a scientist and might it be limiting your sales success? We waited with anticipation, like so many millions, for the announcement of one of the greatest discoveries of this century (perhaps any century). A […]