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Price Negotiation: The Buyer’s Broken Calculator
To reduce price discounting sellers need to focus on how buyers do their maths.
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Sales Maths: How Well Are You Using Numbers To Increase Your Sales?
Sales people have long excelled at relationship building and communication, but to be truly persuasive in the face of modern buying sellers need a new skill. That skill is maths. But just how good is...
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Sellers: Are You Leaving Your Buyer Naked?
Many sellers are leaving their buyers naked! They are getting them excited about their solutions and then letting them go off unprepared to their senior management colleagues looking for approval. The...
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Get Yourself A New Friend – An Accountant!
Selling to today’s numbers-obsessed buyers requires a new dexterity with numbers. But that poses a challenge for many salespeople. Could you sit down with an accountant (or accountant-type) for 30 mins...
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Sellers: How To Calculate Your Value? – The Value Equation
Communicating your value to today’s hard-nosed buyers can be a real challenge. You know that your marketing literature won’t do it. You know that your sales pitches and proposals must. Price Versus...
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Buyer OCD: The Obsession With Lowest Price
More and more buyers are being diagnosed with Price OCD, or Obsessive Compulsive Disorder. It is causing increased anxiety even frustration among salespeople. Buyer OCD is a diagnosis offered by...
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Selling To The Buyer’s Primary Ratio
Are you connecting with the number one metric used by CFOs and CEOs to measure business performance and to guide important decisions – including big purchases or investments? Here we will examine how...
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Show Me The Money! A Challenge Shared By Buyers & Sellers
Numbers are increasingly a part of today’s complex sale. Yet they can be troublesome, for buyers, as well as sellers. The Problem With Your Numbers Do you ever find yourself getting confused by the...
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The Beermat Business Case
Being able to build the business case for your solution is an important sales skill. However the traditional approach to developing the business case fails more often than it succeeds. To address this...
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Why Only Hard Savings Can Close The Deal
Sellers are not the only ones obsessed with making their numbers. Buyers have targets too – typically ambitious targets for cost reduction. However, increasingly only hard savings have the power to...
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Where Have All The Savings Gone? Buyer Leakages As Sales Opportunities
Procurement is under pressure to continually cut costs. However a high level of leakage makes delivering fully on promised savings a challenge. That presents the seller with a number of opportunities.
View ArticleProcurement: The Corporation’s New Bankers!
The credit crunch forced organizations to look for new ways to access funding their growth and survival. Then enter procurement – the organisation’s new banker! Most people are worse off since the...
View ArticleAre You Only The Tip Of The Iceberg?
When it comes to the customer's costs, your price may only be the tip of the iceberg. That is important if you are selling a quality solution and want to avoid being hammered on price. By making your...
View ArticleSales Maths: How Well Are You Using Numbers To Increase Your Sales?
Sales people have long excelled at relationship building and communication, but to be truly persuasive in the face of modern buying sellers need a new skill. That skill is maths. But just how good is...
View ArticleSellers: Are You Leaving Your Buyer Naked?
Many sellers are leaving their buyers naked! They are getting them excited about their solutions and then letting them go off unprepared to their senior management colleagues looking for approval. The...
View ArticleSelling Higher: Your Essential ‘C Level’ Glossary
The reality is that today’s more business focused senior buyers talk quite a different language to the junior, often more technical buyer. That poses a challenge for sellers that have dealt almost...
View Article53% of IT Sellers Have Their ‘Heads In The Clouds’
When it comes to the buyer’s business justification for the purchase of IT software, hardware or services, 53% of sellers have their ‘heads in the clouds’. Too many sellers are missing basic...
View ArticleWant Your Customers To Spend More? Then don’t do this!
The actions of two major European retailers demonstrate two alternative strategies for up-selling, or getting customers to spend more.
View ArticleSelling in the Cloud – Building the Business Case for Your Solution
Buying IT has changed. It is now as much a business decision as a technology decision and that makes the financial analysis of the costs and benefits and the return on investment very important. The...
View ArticleBuyers: Don’t be a Skinflint!
The Lesson from Flint Michigan is: Be Cautious of Short Term Savings The Presidential declaration of emergency in Flint Michigan offers lessons to buyers and sellers about the danger of short term...
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