THE BUY CYCLE: WHEN DOES IT START AND HOW TO INFLUENCE IT
Monday, 24 Sep, 2012
THE BUY CYCLE: WHEN DOES IT START AND HOW TO INFLUENCE IT

BUY CYCLE
When you think about a buyer’s buy cycle, what do you consider? Are you merely focusing on how they are choosing you over the competition? Or how they will finance their purchase? I’d like to suggest that the buy cycle begins far earlier than when they are choosing a purchase.
A buying decision does not […]

Sharon Drew’s ‘retirement’ & the Future of Buying Facilitation®
Wednesday, 19 Sep, 2012
Sharon Drew’s ‘retirement’ & the Future of Buying Facilitation®

By any objective standard, I’ve been successful: It’s been a blessing that an out-of-the-box idea…

A buying decision is a change management problem
Monday, 17 Sep, 2012
A buying decision is a change management problem

The sales model focuses on needs assessment and solution placement.

9 Sales Steps that Influence a Buying Decision
Sunday, 19 Aug, 2012
9 Sales Steps that Influence a Buying Decision

The steps of a buying decision differ from the steps of a sale. The sales model has no way to influence the private decisions and buy-in issues that buyers must address before they can buy.

Buyers live in a ‘system’ that maintains their Identified Problem (or ‘pain’) over time…

Facilitating the Buyer’s Journey: a definition
Sunday, 22 Jul, 2012
Facilitating the Buyer’s Journey: a definition

In the 23 years I’ve been writing about and teaching Buying Facilitation®, I’ve come up with dozens of terms to explain my intent re ‘the buyer’s journey’ or ‘the buyer’s decision path’.
I originally labelled the trip through the behind-the-scenes issues buyers must contend with (those political, relational, strategic issues that will be touched when a […]

Your prospects aren’t in pain
Sunday, 15 Jul, 2012
Your prospects aren’t in pain

When I hear sellers say that buyers have ‘pain’ I ask how long it would take them to get to the hospital with a broken arm. “Immediately.”  Why? Because they’re in pain. But buyers don’t buy ‘immediately’ and have had their problem for a period of time.
If your buyer had pain, they would have fixed the problem […]