Carefully composed questions help the buyer feel they learned a lot from a meeting and takes the negotiations away from wants and focus on needs.
Understand procurement KPIs to plan and structure your dialogue to differentiate you, your solution and your company from all of the other options available
“I ask for it because I may get it. You wouldn’t believe how often I chuckle to myself afterwards, thinking ‘I never thought I’d get it, but I did’”. Be an intelligent sales person by knowing how buyers tick.
Understand where procurement officers come from and their expectations
People in procurement have an intriguing mix of intelligences and abilities and should not be underestimated.
Procurement is fast becoming the backbone of manufacturing, retail, military and industry.
The world of procurement is no longer a pen pusher's role. Here's how it's changed
71% of B2B clients are emotionally and psychologically disinterested in the companies they do business with
Simon and Garfunkel's differences were their strength. What can you take from that?
Get outside the comfort zone and step toward refusing the status quo
Tap into postitive tension to set the scene for a successful, effective negotiation at any level
This simple change of mindset – no longer assuming our physical reaction to tension is negative but positive
Make upselling and cross selling a positive experience for your customers
At renewal-of-contract time, sit down with your client to assess how better serve their needs
Customers who enjoy working with you will hang around
Have price-increase discussions without damaging client relationships
How to approach the new brand of buyer: the web-savvy buyer
It's easy to play safe, but it's time to take on the tension
Knowledge and flexibility are the way forward in B2B sales
Knowledge is power, but especially in B2B selling
Stop playing and move towards a far more profitable future
Change the way you engage with buyers and make selling work
Tension has a pretty bad rep, but it's time to rethink our feelings about tension and take control of it.
From Colgate food to Bic underwear, there have been some truly appalling product decisions over the years
Get the best out of Millennials to ensure innovation doesn't stagnate
Look at your team and see your goldmine -- your business will thrive
Two steps to inspire your workforce and boost company figures
Time to realise that failure is the foundation of innovation
Focus less on the money spent and more on the creativity and innovation