Shouldn’t the spirit of co-operation and interdependence that exists between buyer and seller after the order is won, be present through-out the buying process? ‘Why does choosing a supplier have to be so difficult?’ asked the business unit head

Shouldn’t the spirit of co-operation and interdependence that exists between buyer and seller after the order is won, be present through-out the buying process? ‘Why does choosing a supplier have to be so difficult?’ asked the business unit head

If buying is becoming more bureaucratic, then what are the implications for sellers? How can you sell more successfully to bureaucratic buyers?

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.

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

It can be tempting to underestimate the buyer — to assume they know less or are less sophisticated than the seller. Increasingly, this is a dangerous assumption. As we discussed in the previous section today’s buyers often know more than the sales team selling to them.