Comments on: Why Do We Blame Buyers? http://sharondrewmorgen.com/2010/02/why-do-we-blame-buyers/ Enabling buying decisions one buyer at a time Thu, 17 May 2012 20:18:35 +0000 hourly 1 http://wordpress.org/?v=3.0.4 By: sharondrew http://sharondrewmorgen.com/2010/02/why-do-we-blame-buyers/comment-page-1/#comment-1562 sharondrew Mon, 22 Feb 2010 20:11:36 +0000 http://sharondrewmorgen.com/?p=2120#comment-1562 Hi Paul:<br>Thanks for your comment. I'd like to suggest that even with the best will in the world, you are hampered by the sales model which merely manages the needs assessment and product placement. There is no skill set in sales that makes it possible to actually help buyers navigate through their off-line decision issues. Of course you can be a great buddy and friend, understand what they originally assume to be their 'need' but that still doesn't give buyers the tools to manage the fight that the two team leaders are having, or get the old vendor to stop pushing their new software, or get users to buy-in to new technology. etc. etc. Buyers do this on their own. I'm suggesting that Buying Facilitation(R) be used so you have a different skill set that will actually lead buyers through the systems issues they need to address. It employs a new form of question I developed called a Facilitative Question that works with brain sequencing to help buyer's manage their decisions.<br>I have written about this in my new book Dirty Little Secrets.<br><br>thanks, paul... and my first name is both words - sharon drew Hi Paul:
Thanks for your comment. I'd like to suggest that even with the best will in the world, you are hampered by the sales model which merely manages the needs assessment and product placement. There is no skill set in sales that makes it possible to actually help buyers navigate through their off-line decision issues. Of course you can be a great buddy and friend, understand what they originally assume to be their 'need' but that still doesn't give buyers the tools to manage the fight that the two team leaders are having, or get the old vendor to stop pushing their new software, or get users to buy-in to new technology. etc. etc. Buyers do this on their own. I'm suggesting that Buying Facilitation(R) be used so you have a different skill set that will actually lead buyers through the systems issues they need to address. It employs a new form of question I developed called a Facilitative Question that works with brain sequencing to help buyer's manage their decisions.
I have written about this in my new book Dirty Little Secrets.

thanks, paul… and my first name is both words – sharon drew

]]> By: sharondrew http://sharondrewmorgen.com/2010/02/why-do-we-blame-buyers/comment-page-1/#comment-1207 sharondrew Mon, 22 Feb 2010 15:11:36 +0000 http://sharondrewmorgen.com/?p=2120#comment-1207 Hi Paul:<br>Thanks for your comment. I'd like to suggest that even with the best will in the world, you are hampered by the sales model which merely manages the needs assessment and product placement. There is no skill set in sales that makes it possible to actually help buyers navigate through their off-line decision issues. Of course you can be a great buddy and friend, understand what they originally assume to be their 'need' but that still doesn't give buyers the tools to manage the fight that the two team leaders are having, or get the old vendor to stop pushing their new software, or get users to buy-in to new technology. etc. etc. Buyers do this on their own. I'm suggesting that Buying Facilitation(R) be used so you have a different skill set that will actually lead buyers through the systems issues they need to address. It employs a new form of question I developed called a Facilitative Question that works with brain sequencing to help buyer's manage their decisions.<br>I have written about this in my new book Dirty Little Secrets.<br><br>thanks, paul... and my first name is both words - sharon drew Hi Paul:
Thanks for your comment. I'd like to suggest that even with the best will in the world, you are hampered by the sales model which merely manages the needs assessment and product placement. There is no skill set in sales that makes it possible to actually help buyers navigate through their off-line decision issues. Of course you can be a great buddy and friend, understand what they originally assume to be their 'need' but that still doesn't give buyers the tools to manage the fight that the two team leaders are having, or get the old vendor to stop pushing their new software, or get users to buy-in to new technology. etc. etc. Buyers do this on their own. I'm suggesting that Buying Facilitation(R) be used so you have a different skill set that will actually lead buyers through the systems issues they need to address. It employs a new form of question I developed called a Facilitative Question that works with brain sequencing to help buyer's manage their decisions.
I have written about this in my new book Dirty Little Secrets.

thanks, paul… and my first name is both words – sharon drew

]]> By: Paul Johnson http://sharondrewmorgen.com/2010/02/why-do-we-blame-buyers/comment-page-1/#comment-1203 Paul Johnson Sat, 20 Feb 2010 17:51:38 +0000 http://sharondrewmorgen.com/?p=2120#comment-1203 Hi Sharon,<br><br>This is something that sales people do struggle to overcome (I've been guilty of it before as well). To be successful one has to recognize and accept that the buyers environment is going to have tremendous impact on what can be done by the customer. And most likely you (the sales person) will have little visibility into the entire process. So what can you do?<br><br>A common theme at my blog, <a href="http://www.sellinghasvalue.com" rel="nofollow">www.sellinghasvalue.com</a>, is actively caring about the customer. This means proactively, and collaboratively, providing solutions to their problems AND finding out how you can best assist with their internal decision processes as well. <br><br>I've found that the old sales persons creedo, "Buyers lie" is not as accurate as "Buyers tend to underestimate". <br><br>They underestimate their own influence, they underestimate the rest of the organization, they underestimate the dedication to inaction, they underestimate the fear & resistance to change.<br><br>By working with them collaboratively and proactively you can, in a small way, become a little part of their buying environment for this opportunity (and hopefully future business). If you can provide input that they value this can be the best way to assist them during their internal processes. Hi Sharon,

This is something that sales people do struggle to overcome (I've been guilty of it before as well). To be successful one has to recognize and accept that the buyers environment is going to have tremendous impact on what can be done by the customer. And most likely you (the sales person) will have little visibility into the entire process. So what can you do?

A common theme at my blog, http://www.sellinghasvalue.com, is actively caring about the customer. This means proactively, and collaboratively, providing solutions to their problems AND finding out how you can best assist with their internal decision processes as well.

I've found that the old sales persons creedo, “Buyers lie” is not as accurate as “Buyers tend to underestimate”.

They underestimate their own influence, they underestimate the rest of the organization, they underestimate the dedication to inaction, they underestimate the fear & resistance to change.

By working with them collaboratively and proactively you can, in a small way, become a little part of their buying environment for this opportunity (and hopefully future business). If you can provide input that they value this can be the best way to assist them during their internal processes.

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