The Importance Of Offering Options In Your Sales Proposals
Choice is good. That is a fundamental principle of western economics. However research now suggests that the choices contained within your sales proposals and quotations can have an important role in determining success.
Is The Buyer Struggling Unnecessarily With Your Pitch?
Many sellers are unknowingly doing things that make it harder, rather than easier for the buyer to buy. They are making simple mistakes that have the potential to turn a straight forward nod of the head from the buyer into a puzzled frown. As a result they are unnecessarily over-complicating and slowing progress towards a […]
RFX: Are you sure you don’t have anything else to add?
If there are key points of information that have not been elicited by the main content of the RFX, then the ‘Any Other Information’ panel should indeed be used in order to provide it.
Think Business Case Not Sales Proposal
Would you be surprised to know that many large organizations require a business case for purchases of as little as €20,000? Probably not. As one salesperson told us recently; ‘I have seen more business cases in the past year than I have in the previous 19 years’. With budgets being squeezed in response to the […]
Are Buyers and Sellers Really on the Same Page?
You know the song ‘you say tomato, I say tomatoe – let’s call the whole thing off!’. Well buyers sometimes feel that way when dealing with salespeople. For example, when it comes to looking at orders and how they are won, there is a fundamental duality between vendors and buyers. Here is why: Vendors are […]
Don’t forget to ‘CEO Proof’ your sales proposition
Every body knows that buying decisions are increasingly being made at higher levels. And it is not just a matter of senior executives rubber stamping decisions made by their lower level managers. In times of increased risk and uncertainty, senior managers are steering all significant purchase decisions. But is selling to a CEO, or a […]
Peter Viljoen: 
StartupSandy: 
the Senator: 
Martin Lindeskog: 
