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    Sellers Don't Get Beaten-Up By Buyers!

    Tuesday, June 5, 2012, 7:57 AM [General]

    Almost every salesperson has had the experience of being beaten-up by a buyer (metaphorically speaking,Cheap Josh Freeman Jersey, of course!). Indeed, with the fundamental shift in the balance of power in favour of buyers, selling has become an increasingly bruising activity. It may be a knockout blow that loses the sale, or perhaps a severe bruising on price and terms. All too often the killer punch is preceded by a slow wearing-down of the seller through ever more drawn-out and complicated buying processes. There are 5 areas where sellers are most at risk of being beaten-up: As another battle-weary supplier we spoke to pointed out: "The buying process has been designed to put the buyer to the test,Cheap Matt Hasselbeck Jersey, to pit one supplier against another and to wear the seller down. It can be a long-drawn-out, often gruelling process,Cheap Charles Woodson Jersey, with lots of false-starts and setbacks." To conclude, if sellers are to avoid being beaten-up,Cheap Panthers Jerseys, then for each opportunity or bid they must understand exactly what is involved, as well as how long it is likely to take and what the key stages/decision-making criteria are. "I often hear sellers crying foul play", explained another sales consultant we spoke to, "but whenever I hear a salesperson complain about either being lied to by the buyer, kept in the dark or taken advantage of, I immediately figure that they themselves must be at fault. That is, they have generally failed to adequately understand the buying process, read the situation or spot the early warning signs", he concluded. In the words of one sales manager we spoke to: "Salespeople must realize that, as far as most buyers are concerned; 'the gloves are off'. It is a tough marketplace, and we need to become hardened to it - there's no point in licking your wounds, or crying foul play." To download the full whitepaper in PDF format, please visit The ASG Group website. The point made by many is that sellers are frequently allowing themselves to be beaten-up because of a lack of preparation, or a mismatch of expectations. In particular, they are exposed when they show a lack of understanding of the rules of the game - and specifically those of the buying process. Are You Getting Beaten-Up Unnecessarily? It is only based on a better understanding of the buying decision that the seller can confidently get into the ring with a buyer, or decide to sit it out if they cannot win. Have You Been Beaten-Up By A Buyer Recently? The question is whether we as salespeople can justifiably complain about the buying process - given that it is simply a competitive reality. Isn't it more important to address the manner in which we respond to it? "Buyers don't treat salespeople with kid gloves any more, that's for sure", said another manager. "That's why being seen as an expert, rather than a salesperson, is important if you want to be treated with the respect of a peer or equal." Sellers often complain of gruelling buying processes, as ever-lengthening sales cycles mean they must be willing to 'go one more round'. They may also give out about buyers who change the rules along the way, or simply make them up as they go. Negotiation Procurement Contracts Competition Implementation The advice for sellers, then, seems to be to 'go in with their eyes wide open' - or,Cheap Adrian Peterson Jersey, more specifically, to: Continually pre-qualify opportunities, and to forecast them more realistically Understand the buying process and what it will demand of them Fully understand the buying logic (or business case), as well as the complexities of the buying team Expect surprises - the buying process that has been set out is likely to flux and change There Is No Point 'Crying Foul Play'!
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