Comments on: Buying Decisions: What Happens Behind-The-Scenes

By: The New Buying Habits of Buyers: Does solution data drive a decision? | Sharon Drew Morgen

Tue, 13 Jul 2010 15:45:58 +0000

[...] any purchase gets made, an unknown number of internal, private, behind-the-scenes decisions and considerations must be resolved first. And make no mistake: until or unless they are dealt [...]

By: Why sales don’t close | Sharon Drew Morgen

Why sales don’t close | Sharon Drew Morgen — Fri, 09 Jul 2010 15:47:30 +0000

[...] process, a buy-in process, a change management process, that potential buyers must go through behind-the-scenes, before they can choose a [...]

By: Two Types of Decisions: Buy-IN, and BuyING. - Sharon Drew Morgen

Two Types of Decisions: Buy-IN, and BuyING. - Sharon Drew Morgen — Mon, 19 Apr 2010 15:16:29 +0000

[...] call the facilitation of these non-solution-oriented decisions – the behind-the-scenes decision issues that have nothing to do with the Identified Problem - Buying Facilitation®. You can call it [...]

By: Is there more to learn? | Sharon Drew Morgen

Is there more to learn? | Sharon Drew Morgen — Fri, 09 Apr 2010 16:22:07 +0000

[...] Sales only handles needs assessment and solution placement end of the buying decision – the last 10% of what they need to do to resolve a problem. If the buyer’s [...]

By: We Can’t Understand Customers | Sharon Drew Morgen

We Can’t Understand Customers | Sharon Drew Morgen — Mon, 05 Apr 2010 19:19:01 +0000

[...] buyers need to address in order to make a buying decision. We’ve never thought about their behind-the-scenes decision process before and we’ve inappropriately used the only skills we’ve had to sell with [...]

By: Zoran

Zoran — Wed, 16 Sep 2009 08:11:16 +0000

Interesting, I`ll quote it on my site later.