Remove 2010 Remove Decision-making Remove Emotional Intelligence
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Winning Over Buying Groups: How to Sell to Multiple B2B Decision Makers

Brooks Group

Ten to fifteen years ago, a seller could huddle up with three or four decision makers and quickly decide on a purchase. Since 2010, the average buying group has grown from three to four decision makers to six to 10 according to research by Gartner. Decision-making time, compared to five to seven years ago, has increased by 60%.

B2B 75
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Selling challenges in professional services: Sales processes and skills

Red Star Kim

Nervousness – Shyness, modesty, lack of confidence and fear of failure can make fee-earners reluctant to organise meetings to take the next steps in building a potential client relationship. There is rarely a deep understanding of how disparate and disconnected decision-making units are across such large organisations.

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Why are questions so important? (Questioning skills)

Red Star Kim

We ask questions to avoid making wrong assumptions or adopting the wrong focus. will make people pause to consider how their feelings compare with those they had the previous day. How can I help to make this better for us?” “How You see this in multiple choice questions and they can be used as a closing technique.

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Book review: Sales Mind – 48 tools to help you sell by Helen Kensett

Red Star Kim

And that technology is making some jobs obsolete. Understand how and why they make decisions. Identify emotional hot buttons. Urgency (are you making it crucial?) She acknowledges that we are all facing an overwhelming volume of information. Our buyers’ reality is a constantly changing flux.

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Book review – Why has nobody told me this before? Dr Julie Smith (Mental Health Guidance)

Red Star Kim

A tool for psychoeducation In the business world, much of my time as a consultant is in identifying the possible and required changes and helping organisations to make the transition. My decision to embark on the long training to become a psychotherapist was driven by the desire to provide a deeper level of support.