Take the top three opportunities in your sales pipeline and explore how well you understand the buying process in each situation by answering the following questions: 1. Who are all the stakeholders? 2. Who are all the decision makers and influencers? 3. Is there a clear definition of the requirements? 4. What is the buying process? How sophisticated is [...]
Does your organization put its sales process ahead of the client’s buying process? Take the test: Q1. What is most important when it comes to selling? (a)Your sales process [ ] (b) The buyer’s process [ ] Q2. How consistently is your sales process applied? (a)Rigidly [ ] (b) Flexibly [ [...]
Every seller needs a defined sales process that can be consistently applied in the marketplace. To ensure your organization’s process is the right process it must avoid the following dangers: 1. The sales process often seeks to dictate how buyers should buy. However, the reality is that buying process trumps sales process every time. Buyers [...]
It sounds simple, but the way to find out the buyers buying criteria is to ask. Having said that however here are some complicating factors: (a) An understanding of all aspects of how the buying decision will be made is required to make sense of the buying criteria. Specifically: The Buying Process – that is [...]
To turn the complexity of modern buying in your favor it is vital to focus on the process the buyer must follow, as opposed to idealized notions of the sale. However, of the hundreds of salespeople we surveyed, 90% are using the same sales tools and techniques for more than a decade. As a result, [...]
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