RSSImplementing Change From Inception
Jan 21, 2008 Random Thoughts
Hi Everyone:
As we enter the new year, one of the problems that I know so many of you face is ensuring that your change situations get implemented. I have some thoughts on how to employ Buying Facilitation to help.
When something new enters a system, it challenges the status quo (especially a person’s internal status quo), and folks resist. When we bring in a new technology, or reorganize jobs and job descriptions, etc. we must ensure
that the change we request gets adopted and accepted head-to-heart – from the person’s belief level.
Tags: Buy-In, Buying Facilitation®, Decision Facilitation, status quo
Sales University
Jan 7, 2008 Sales Related
In an effort to more fully explore the entire profession of ’sales’ as I have been doing on my new site www.salesresources.biz, I’d like to introduce you to the universities that are either offering sales programs, or are
actually offering a degree’d program in sales.
The Russ Berrie Institute actually offers an MS in sales! Imagine! You can read about them and see their curriculum on William Patterson University
Tags: Sales Programs, Sales Resources, University
Presentations: How To Compete When In Front Of A Prospect
Jan 3, 2008 Decisioning & Change Management, Top Posts
Your last presentation was great and seemingly well-received. You addressed the prospect’s needs, positioned yourself and your product just right, used the right language and visuals to assure that you were a caring, smart, professional, and had a product that would obviously be the right solution. The price was right, and you clearly had a leg up on the competition in terms of fit. And, the prospect liked you a lot.
But you didn’t close the deal.
Later you heard lots of conflicting stories: they already had a preferred vendor, the CXO had a friend in one of the competing companies, their inside folks were going to handle it, they decided to do nothing, you were too expensive, the competition came in lower than cost just to get the deal….
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Tags: closing, decision criteria, decision making, information, presentations, prospects, questions, teach
