Like skyscrapers, the temptation for sellers in building a business case (or any metrics for the buyer) is to add another floor of benefits and to achieve the highest possible ROI for the buyer.  However, the higher the ROI, the greater danger that the buyer will simply topple your figures. ‘…you need to help the buyer

Use your knowledge of the buying process in your target account in order to better prequalify sales opportunities, using the simple yet effective How, Why and Who buying framework:   1. HOW the decision is going to be made – The Buying Process – that is all the steps, information and analysis that is required in order for a decision to be made.   Questions to address in prequalifying, or rating the opportunity include: (a) The Steps Involved: – Are the steps to be undertaken before the decision can be made clear

Use your knowledge of the buying process in your target account in order to better prequalify sales opportunities, using the simple yet effective How, Why and Who buying framework:   1. HOW the decision is going to be made – The Buying Process – that is all the steps, information and analysis that is required in order for a decision to be made

Many sellers have spent too long on one side of the table to be able to relate to buyers and exactly what they are thinking. They need to stop looking at selling through a sales-centered lens.

Perhaps the greatest myth of all in respect of selling relates to who is in control. It is widely believed that the seller can or should be in control.   However, nothing is further from thetruth.

Perhaps the greatest myth of all in respect of selling relates to who is in control. It is widely believed that the seller can or should be in control.   However, nothing is further from thetruth

Most salespeople are still selling products and services. That is in spite of the fact that what buyers really want are solutions to problems, not products and services

Most salespeople are still selling products and services. That is in spite of the fact that what buyers really want are solutions to problems, not products and services.

Salespeople expect the Fortune 1000 buying process to focus on ‘shopping for a supplier’ and to include such steps as: – Defining vendor selection criteria. – Short-listing vendors.

Salespeople expect the Fortune 1000 buying process to focus on ‘shopping for a supplier’ and to include such steps as: – Defining vendor selection criteria. – Short-listing vendors