Discussion about Sharon Drew on SalesPractice
Submitted by Sharon Drew Morgen on Wednesday, 9 September 2009
The following was recently posted up on SalesPractice.com
Recently in Sharon Drew Morgen’s blog was a post titled, “When Does A Buyer Buy?” which refers to her Buying Facilitation™ model.
I believe Sharon Drew is shining a light on an area that doesn’t receive enough attention which is too bad considering the potential loss of revenue and protracted sales cycles. That area is the behind the scenes decisions
that buyers have to make on their own which the salesperson isn’t privy to and sales doesn’t address.
If you get the chance, read Sharon Drew’s post and then come back and share your thoughts on what you believe she is saying and whether or not you believe that sales doesn’t manage those issues.
Unfortunately the thread is closed, so I couldn't state my concern that SDM's method is highly context sensitive in the sense that it can only be used in B2B and with persons with lower authority (in NLP lingo: people with an external frame of reference). The question is if it is still functional when having a conversation with the ultimate decision maker.
Alexander: unfortunately, you are still thinking in the 'sales' field. i trained Clinique counter women to help buyers decide to buy lipstick. we helped KPMG Sr Partners use it with the 'C' level people on a $50,000,000 sale.
you are still thinking in the solution-placement box.why aren't you closing all of the sales you deserve to close? because sales doesn't help you manage the off-line, subjective decisions that get made.
my new book that will explain. two free chapters are to the right.
how would you know that adding something new to your current skill set would give you the results you deserve?
even to decide to buy a book you would have to make an internal, off-line decision that my product details wouldn't address. it's about your criteria and how you decide. every single person – from the gatekeeper on up – needs to decide to take an action. and, btw, i've gotten huge pieces of business from gatekeepers.
Making a sale will be the main motivator of your book's future buyers. Reps don't get paid for being helpful — at least until now.
sharondrewmorgen.com – da best. Keep it going!
Have a nice day
Elcoj
This blog rocks! I gotta say, that I read a lot of blogs on a daily basis and for the most part, people lack substance but, I just wanted to make a quick comment to say I’m glad I found your blog. Thanks,
A definite great read…:)
-Bill-Bartmann
This blog rocks! I gotta say, that I read a lot of blogs on a daily basis and for the most part, people lsck substance but, I just wanted to make a quick comment to say I’m glad I found yoir blog. Thanks,
A definite great read…:)
-Bill-Bartmann;
This blog rocks! I gotta say, that I read a lot of blogs on a daily basis and for the most part, people lack substance but, I just wanted to make a quick comment to say I’m glad I found your blog. Thanks, :)
A definite great read..
-Bill-Bartmann
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