Customer Centric Selling

NOVEMBER 12, 2014

The early stages of buying cycles will be more successful if sellers create curiosity and incremental interest from prospects. From there, buyers may share a desired outcome that can be achieved with a seller’s offering, which starts buying cycles.

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Buying Cycle Energy How To Study 81

Customer Centric Selling

DECEMBER 31, 2014

The sequence in which these 2 activities occur goes a long way toward determining how likely it is that buying cycles end in buying decisions. The Good Buying cycles initiated proactively by competent sellers start at Key Player levels. Save your seat now for the FIRST public workshop of 2015 in Boston, Feb 3-6!

Research 92

Research Buyer Buying Cycle Vendor 92

Customer Centric Selling

DECEMBER 28, 2016

Here are two simple terms that I suggest should be searched and replaced: Use the term “ buying cycle” rather than “sell” cycle. In my mind, buying cycles and transactions work fine in branch offices but are much better terms to use when talking with prospects and customers. Need some help to increase sales?

Hiring 75

Hiring Buying Cycle Software Software 75

Customer Centric Selling

JANUARY 2, 2014

View our updated calendar of 2014 sales training workshops. When going through buying cycles with prospects, sellers are careful to ensure they gain access to Key Players that will be involved in making buying decisions. Contact with Key Players within your accounts (whether or not new buying cycles start) is important.

Revenue 68

Revenue Buying Cycle Quota Account 68

Emissary

MARCH 2, 2023

The average buy cycle is now more than seven months long and involves five to eight (or more) decision makers, most of whom spend only 17% of their time meeting with potential suppliers. An uncertain economy and changing professional landscape have only exacerbated the situation.

Decision Maker 98

Decision Maker Ideal Customer Profile Top of Funnel Networking 98

Customer Centric Selling

MARCH 16, 2016

Buyers enjoy many advantages in that they decide if they’ll talk with sellers, can stop buying cycles for any reason, decide whether to spend the money and pick which vendor they’ll do business with. In my mind, sellers exhibit influence without authority as it relates to buying decisions. Need some help to increase sales?

Buyer 40

Buyer Buying Cycle Negotiation Vendor 40

Customer Centric Selling

JANUARY 11, 2017

Shorter buying cycles will often result. For that reason it makes sense to try to keep the senior executives in the loop and appraised of progress as buying cycles proceed to maximize the chances of a favorable outcomes. Take a look at the sales training workshops available to get started and improve sales performance.

Decision Maker 40

Decision Maker Buying Cycle Maximizer Enterprise 40

Customer Centric Selling

APRIL 30, 2014

If early in relationships sellers become subservient, they will be at a disadvantage throughout buying cycles. This may culminate (if the buying cycle goes that far) with buyers that have never heard a “no” from sellers pressuring, asking for better pricing. Sign-up for a sales training workshop to get started today.

Buyer 65

Buyer SME Buying Cycle Commission 65

Braveheart Sales

JANUARY 7, 2020

These all make complete sense within the framework of a sales workshop or a sales kick-off. Sure, there usually are some nuggets that can be gleaned from attending a workshop. They don’t integrate what was taught in a sales training workshop into the salesperson’s everyday life. So, they are sent to the wolves.

Training 59

Training Sales Cycle Account Coaching 59

ROI4Sales

OCTOBER 5, 2016

Research from Sirius Decisions indicates that most buyers are 70% through their buying cycle by the time they talk with a vendor. Conduct a Value Inventory Workshop. (Or Here is a sample of the output from a workshop. This workshop is something you can do on your own, or have ROI4Sales come in and facilitate it.

Decision Maker 54

Decision Maker Buying Cycle Influencer Exercises 54

Pointclear

APRIL 19, 2017

Morning sessions set-up workshops in the afternoon. Mike Weinberg’s workshop offered the most important element of building a compelling story – OUTCOMES (such as pain removed, problems solved, results achieved). These false pronouncements are having a severe negative impact on sales performance,” he said.

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Conference Outbound Social Media PointClear 124

Customer Centric Selling

MAY 6, 2015

When managing buying cycles with committees, sellers are often guilty of starting and staying with one person too long. During this part of the buying cycle, product evaluations, implementation issues, cost vs. benefit, vendor evaluations, etc. Image courtesy of Stock Images at FreeDigitalPhotos.net. must all be done.

Buying Cycle 40

Buying Cycle How To Negotiation Proposal 40

Customer Centric Selling

NOVEMBER 19, 2014

While we had access to the SVP he, like many senior executives , left a detailed analysis of both vendors to his Manager of Training, who attended one of our public workshops to assess our offering. Studies show that senior executives typically like to get involved early and late in buying cycles.

Decision Maker 89

Decision Maker Vendor Buying Cycle Analysis 89

Customer Centric Selling

MAY 28, 2014

Access can also come laterally if sellers either proactively or reactively start buying cycles at Key Player levels and then either ask or are granted access to peers of the Champion. Opportunities where top-down access occurs typically are shorter buying cycles with higher win rates. Need some help to increase sales?

Decision Maker 63

Decision Maker Buying Cycle Training Coaching 63

Customer Centric Selling

MAY 25, 2016

over the last several years and couple it with the much touted “research” that has supposedly documented that 60% of the buying cycle is now completed prior to a salesperson being contacted and you get the perfect formula for “inbounditis.”. Need some help to increase sales? Your Roadmap to Revenue Growth® awaits!

Inbound 58

Inbound Decision Maker Buying Cycle LinkedIn 58

Customer Centric Selling

OCTOBER 31, 2016

Sellers refer to sales cycles rather than buying cycles. I prefer the term “Buyer Empowerment” to shift the focus from selling to buying. Take a look at the sales training workshops available to get started and improve sales performance. Traditional approaches are hard to change. It takes more than lip service.

Customer 40

Customer Buying Cycle Promotion Sales Cycle 40

Anthony Cole Training

JULY 28, 2010

Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. As David Kurlan points out in his on-line assessment for sales people, there is a buy cycle that sales people possess. It is the way we buy stuff. Dont Miss Tonys Upcoming Workshop!

Hiring 136

Hiring Buying Cycle Ideal Customer Profile Margin 136

Customer Centric Selling

DECEMBER 20, 2016

When sellers proactively initiate buying cycles with Key Players: Sales cycles can be shorter. If there are follow-up steps, the buyer perceives potential value and buying cycles begin. A seller’s entry point into an organization goes a long way toward determining success or failure in buying cycles.

Buying Cycle 40

Buying Cycle Sage Inbound Vendor 40

Customer Centric Selling

NOVEMBER 25, 2014

Work with buying committees to assess early in buying cycles if there will be enough potential value to offset the cost of offerings. Strong business cases built with the participation of committee members should increase the chances of getting buying decisions made.

Hiring 81

Hiring Buying Cycle Education Software 81

Customer Centric Selling

JULY 16, 2014

Price is a qualifier and buyers should be aware of “ballpark” pricing relatively early in buying cycles to minimize the chance of wasting their time and the sellers’ time. Take a look at the sales training workshops available to get started and improve sales performance. Need some help to increase sales?

Buying Cycle 69

Buying Cycle How To Buyer Training 69

Customer Centric Selling

APRIL 22, 2015

This flies in the face of the reality that people prefer to buy without high-pressure tactics. In long buying cycles it is important to gain commitment along the way. Sellers in B2B buying cycles have to get many yesses with the ultimate one being an agreement to move forward. Time is running out!

Closing 40

Closing Decision Maker Buying Cycle Discount 40

Customer Centric Selling

SEPTEMBER 23, 2015

In my experience sellers historically have been most aggressive and annoying at the start of buying cycles in trying to get in the door and at then end of buying cycles with high-pressure closes. Most have been given responsibility for the top of the funnel. Whether marketing or salespeople, buyers do not want to be sold.

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Top of Funnel Training Buying Cycle Funnel 40

Customer Centric Selling

FEBRUARY 26, 2016

In workshops I often ask students to tell me when they can be sure it’s time to close without pressuring buyers. My answer is that it’s time to close when buyers have everything they need to make buying decisions -- the eight items listed above. In my mind, a buying cycle is much like a play.

Buyer 40

Buyer Closing Decision Maker Proposal 40

Customer Centric Selling

JANUARY 22, 2016

Buying cycles don’t start until buyers share a goal or a problem they’re willing to spend money to achieve or address. Shared goals mean the buying cycle has begun, but the process starts with how your buyer feels about you. Need some help to increase sales? Your Roadmap to Revenue Growth® awaits!

Buyer 40

Buyer Buying Cycle Call-back Objections 40

Customer Centric Selling

JANUARY 18, 2017

What appears to be an innocuous request can bring a quick end to a buying cycle. Take a look at the sales training workshops available to get started and improve sales performance. In theory the buyer has expressed interest with his/her request and it is reasonable to ask for further discussion. Need some help to increase sales?

Hotels 40

Hotels Collateral Buying Cycle Vendor 40

Customer Centric Selling

MARCH 26, 2014

Sign-up for one of these sales training workshops to learn how to better engage with prospects. Years later as I started in sales, I discovered buyers had a foolproof way to end sales cycles gracefully and abruptly. You''ll be better served not to assume that the buying cycle is moving forward.

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Training Buying Cycle Call-back Sales Cycle 66

Customer Centric Selling

MARCH 5, 2014

Attend one of our sales training workshops to learn how to stop losing deals and win more business. Sellers that complete all these steps may be pleasantly surprised that sometimes buyers volunteer to buy. In such cases, buying becomes the logical conclusion to buying cycles and there is no need to close.

Closing 61

Closing Training Buying Cycle Incentives 61

Customer Centric Selling

APRIL 19, 2016

Years ago I had just taught my first workshop for a client. The net was that following up on “bingo cards” from tradeshows was a great waste of time for salespeople with few of these calls starting buying cycles. Take a look at the sales training workshops available to get started and improve sales performance.

Trade Show 40

Trade Show Buying Cycle Vendor Up-Sell 40

Customer Centric Selling

JUNE 10, 2015

Within CCS® we show sellers that there are three (3) phases of buying cycles: Solution development entails getting buyers to share desired business outcomes, diagnosing why those outcomes can’t be achieved and then showing only the capabilities within an offering that can help them achieve the results they are looking for.

Sales Cycle 40

Sales Cycle Buying Cycle Vendor Negotiation 40

Customer Centric Selling

MARCH 15, 2017

Reciting a list of features to buyers who don't fully understand them, nor know if they're needed is a barbaric way to try to start buying cycles at any level. Executives often end these calls before allowing sellers to finish them. Unfortunately this approach is not limited to sales calls.

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Buying Cycle Buyer Sales Sales Forecasts 80

Customer Centric Selling

NOVEMBER 13, 2013

Given the changes in buying, it may be an opportune time to take a fresh look. Sign-up for a sales training workshop to learn how to sell effectively in today''s buyer marketplace. If value is created in the buyer''s mind, sellers can execute "top down" sales resulting in shorter buying cycles and larger transactions.

Training 55

Training Airlines Buying Cycle Vendor 55

Customer Centric Selling

APRIL 2, 2014

Now would be a good time to attend a sales training workshop to learn how you can save the year and make your number. If you are behind halfway into the year, consider the length of average buying cycles and realize the runway is shorter than you might think. Miss your Q1 target? Need some help with your sales performance?

Training 59

Training Buying Cycle Engineering Sales Cycle 59

Customer Centric Selling

SEPTEMBER 10, 2014

The second is the phrase “sales cycle.” ” My suggested substitute is “buying cycle.” It also is consistent with the fact that most people prefer to buy rather than being sold. Take a look at the sales training workshops available to get started and improve sales performance.

Hiring 74

Hiring Face-to-face Buying Cycle Sales Cycle 74

Customer Centric Selling

FEBRUARY 17, 2016

14 years after launching CCS® there is an entirely new area to consider this simple wisdom with interactions with people that can’t buy. Back in 2002 we suggested attendees to many tradeshows were “tire kickers” and would be poor entry points to start buying cycles for complex and expensive offerings.

Buying Cycle 40

Buying Cycle How To Vendor Inbound 40

Customer Centric Selling

SEPTEMBER 28, 2015

Problem: Despite the fact that vendors agree their sellers are getting involved in buying cycles later than ever before, most leave it up to each individual salesperson to determine how they are going to align with potential buyers that have already established their requirements.

Buyer 40

Buyer Buying Cycle Vendor Social Selling 40

Customer Centric Selling

JUNE 3, 2015

They may be invited in to compete primarily to provide leverage to negotiate a better price from the vendor that started the buying cycle. Don't miss the next public workshop coming to Boston, August 3-6. I interpret budget already being in place to be an indicator that sellers are coming in as at least Column B.

Decision Maker 40

Decision Maker Buying Cycle Inbound Negotiation 40

Customer Centric Selling

JUNE 29, 2016

Consider trying to orchestrate a way to meet with buyers toward the end of buying cycles and review a draft of the proposal with Key Players. Certainly, getting it front of a buying committee just before they are scheduled to make decisions is a strong indicator that you are the preferred vendor.

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Proposal Vendor Buying Cycle Discount 45