How buying patterns have changed

By / / Attitudes & Behaviours, Complex Selling & Transactional Selling, Procurement, Sales Results, Social Sales, Value Based Selling

Salespeople everywhere are faced with demands to meet increasingly high quotas in the face of growing market complexity and relentless financial pressure. There is also more competitors with Me2 products –just as good as brand names–, and an increased pressure on margins with buyers reluctant to make early commitments. Salespeople are facing demands like they never had before.

Current research from the Behaviour & Economic Research team at NAB¹  states that forward orders (in 2014) were very patchy for both big businesses and SMEs, making it very hard to forecast sales and manage pipelines. This only confirms the reticence of buyers …

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Getting your sales perspective in 2015

By / / Attitudes & Behaviours, Brain Science, Communication, Emotional Intelligence, Life Skills, Sales Psychology, Sales Skills, Value Based Selling

Perspective Taking is a critical life skill that can serve us well no matter what role we are in.

Perspective Taking is also a vital sales skill if we want to develop viable relationships with clients, influence people to consider and buy our offerings, grow sales and lead successful sales careers.

What is Perspective Taking?
Perspective Taking is the act of viewing a situation, or understanding a concept, from an alternate point-of-view. Perspective Taking is the process of temporarily suspending one’s own point-of-view in order to view a situation as someone else might. This process does not necessitate any form of affinity, …

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Why the world of Selling is changing forever

By / / Attitudes & Behaviours, Collaboration, Education in Sales, Sales Trends, Value Based Selling

Hanging on the old Product Selling paradigm is precisely the way to go out of business in the 21th Century.
You can see it happening as organisations everywhere undergo breathtaking changes. Their products are changing. Their markets are changing. Their customers are changing. Their leadership management philosophies are changing. Their values are changing. Their focus is changing.

Now, more than ever before the accepted ways of doing business are shifting. Old institutions are crashing and dying. Trusted names of yesterday will not live to see the future. Why? Because many of them failed to keep pace with changing consumer demands, values …

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