Salespeople are under more pressure than ever to sell. But more selling is not the answer. That is because, generally speaking, it does not help buyers to buy. So, what exactly is required to progress buyers who show an interest? Sellers have come to realize that what happens from the point of the first meeting [...]
An increasing number of sales professionals recognize that by focusing on the buying process they can turn the complexity of modern buying to their advantage. Here are nine steps organizations we work with follow to make the buying process central to sales success: 1. KNOW The Buying Process 2. RESPECT The Buying Process [...]
The sales cycle is everything from the initial sales meeting to the point of writing a proposal and closing the sale. Most important of all the sales cycle is where buying meets selling and the seller helps the buyer to buy. One of the key lessons for all of us in sales is that you [...]
B2B selling is different. That sounds like a statement of the obvious, yet we meet salespeople everyday whose actions suggest it is not so. They follow the hallmarks of the stereo typical salesperson approaching the increasingly complex sale as if it they were selling double glazing door to door. So, we thought we would remind ourselves [...]
Three quarters of the sales world still operates on the basis of transactions, not relationships. That is the outdated ‘wham-bam-boom’ model that relies on the prowess of the sales person and still believes in one line closers and slick deal closers. Picture this; a sales person waits his turn at the sales meeting. Then when asked for [...]
In order to make the short list the buyer must be aware of your company, or at least they must uncover your company when searching in the normal way for a new supplier. This is why some contact with the buyer early in the buying process begins is important and the role of marketing. Building [...]
You can help the buyer to buy (from you) in the following ways: • Start learning about the customer’s business and industry. • Start listening, instead of talking. • Start collaborating with your customers in exploring solutions for their business. • Start sharing insights and telling stories of how your other customers are tackling challenges [...]
The professional salesperson is a student of buying. This is particularly important at a time when buying decisions have become increasingly complex. The success of a deal depends on understanding now only how the buying decision will be made, but also the business decision that so often underlies it. With this in mind we have put [...]
Selling Technology to Increasingly Cautious Buyers If analysts are to be believed, then as many as 2 out of 3 IT projects go south (Standish Group 2003). That is they go over budget, fall behind schedule or gets scrapped. So, according to the statistics, then as many as 2 out of 3 buyers will have have [...]
Too many salespeople limit their success by adopting a myopic view of how their solutions will be employed by customers. In particular they fail to consider all those ingredients – particularly people and process – that are required to ensure their customer’s success. The Custmer Sees in 3 Dimensions: The customer has a problem, which [...]
© 2012 Sales Opportunities. All Rights Reserved. Contact The ASG Group