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Oh, that buying was so simple!!
The 5 steps model of buying is a one dimensional picture of buying can catch the salesperson off his, or her guard.
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There May Be Flexibility In Even The Most Rigid Buying Process
As salespeople it is easy to assume that buyers have become more machine-like in their approach to buying and that means they overlook opportunities to engage with buyers to the full extent possible.
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Should You Ask ‘What Is Your Buying Process?’
Typically, salespeople wonder if asking ‘what is your buying process?’ is a question that will either startle, or draw a blank stare from the buyer.
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Sellers Make Dangerous Assumptions About Buying
As more salespeople are learning to their cost, assumptions about how the buying decision is going to be made can be dangerous.
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Tips On Selling To The Bureaucratic Buyer
If buying is becoming more bureaucratic, then what are the implications of this for sellers? We asked sellers to share their tips on how to sell more successfully to bureaucratic buyers...
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Fortress Buying – Why Won’t Buyers Let You In?
More and more professional buyers are adopting a 'fortress mindset' in their approach to dealing with sellers. In short, they have erected defenses that are designed to keep sellers at bay. In this...
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It Is Time To Play By The Buyer’s Rules
There are many things about modern buying that frustrate, even annoy, salespeople. But top of the list is buying rules and procedures. But this frustration is futile, even counter-productive. As this...
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Sales Limbo: Are You Still Waiting For The P.O.?
Sellers are rightly reluctant to celebrate the winning of a deal until all the paperwork has been received, but it can be very slow in coming. Indeed, waiting for the P.O. is the equivalent of Sales...
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It’s Official: Procrastination Is Good For Buying!
Sellers battle procrastinating buyers every day in the hope of meeting this quarter’s target. But as a new book reveals there is a good reason for buyers to want to delay a decision. It is a classic...
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Sellers Beware: The Procurement Gap
There is often a gap between how the buying decision should be made and how it is actually going to be made. That is between the buyers internal procedures, or external view of buying best practice and...
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Finding Your Hidden Sources Of Value
There may be unrealized opportunities for your solution to deliver even greater value to the customer. This insight provides a methodology to uncover your hidden sources of value.
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So You Think You Know The Customer’s Buying Process?
Sellers are naturally focused on the purchase order. However, in winning the sale it is important to look beyond the buying decision to see the customer's broader business and procurement goals.
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Staple Yourself To Their Order
Are there opportunities to optimize how your customers interact with your solution from the moment of purchase to the point of payment? To find out 'staple yourself to the order'.
View ArticleWhy BANT Is Not Enough!
The VP of Sales had just taken to the stage. With his opening remark my jaw dropped. 'BANT is no longer enough' he proclaimed.
View ArticleSellers Beware: The Project Behind The Purchase
Behind many big purchases is a project. Indeed the purchase itself may be a project, with a set of steps, a project team, project milestones and so on. Adopting the project perspective on the sale is...
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 ArticleSellers: Don’t Wimp Out Because Of Their Process!
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...
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 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 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...
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