Many salespeople believe that ‘good guys finish last’, however those that really matter – that is buyers – don’t agree. The stereotypical salesperson is a super confident, fast talking, go getter who just won’t take ‘no’ for an answer. He, or she is a Type A personality, who is prepared to do what ever and […]
‘Helping the buyer to buy’ may sound soft, compared to pitching, persuading and closing for example. However, the reality couldn’t be more different.
What makes a good supplier? Well, who better to ask than the buyer, or those who have written the bible of buying for UK Chartered Institute of Purchasing & Supply. Here are the answers: · Delivers on time · Provides consistent quality · Gives a good price · Has a stable background · Provides good […]
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 […]