Building A Logical Argument For Buying Your Solution
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...
View ArticleAuctions: The Rise Of ‘A’ Word In Buying
The rise of the ‘A-word’ in modern buying is causing alarm among sellers. The word is of course Auctions, or to be more precise Reverse Auctions. In this insight we will examine the rise in reverse...
View ArticleWhat Is The Buyer’s Next Step?
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.
View ArticleSales Hopscotch: Turning Buying Process To Your Advantage
Buying has become increasing structured and process-driven. The steps in the buyer’s process therefore have a major bearing on the speed and indeed the success of the sale. But adopting a less rigid...
View ArticleFor Buyers Everyday is Independence Day
Buyers have discovered a new degree of freedom and control and they are guarding it jealously. However, research suggests that sellers may well benefit from thinking they can control the buyer.
View ArticleThe Customer’s Hidden Agenda
What if your needs analysis is only scraping the surface? It may be effective in capturing a detailed list of product requirements and functional specifications, but that is not enough. Too often the...
View ArticleThe 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...
View ArticleSellers: Are You A Control Freak, or A Puppet On A String?
There is a lot of talk of taking control in respect of selling. But is taking control always possible, even desirable?
View ArticleCalculating How Getting Involved Earlier Could Help You Sell More
In this insight we will help you to build the business case for getting involved earlier in the prospect's buying process.
View ArticleMisreading The Buyer’s Motivation
Many sellers underestimate the buying decision. They fail to see that it is underpinned by a more complex business decision. As a result the most powerful sales technique – the business case - is all...
View Article7 Strategies To Prevent Delays In Getting The Customer’s Purchase Order
Closing the sale and getting the Purchase Order no longer go hand in hand. In many buying organizations a new level of bureaucracy and administration has grown around what was once just an...
View ArticleTurning Your Sales Process Into A Sales Magnet
It is time to expect more from your sales process. It is no longer enough that it delivers consistency and control in respect of sales. Your sales process should also act as a magnet for your...
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