Sales Related: June 2007 Archives

I'm curious: what is it that makes the sales model so important to maintain?

For centuries, we've never closed more than (on average) 7% of our prospects - from first call to close - giving us a 93% failure rate. What makes this ok?

We all (including 'buyers') live within systems that are self-sustaining.

When an Identified Problem occurs that might require a resolution (and buyers seek resolutions to business problems, NOT a new product purchase!), the entire system that created it and maintains it must be included in the solution or disruption will ensue. That is the length of the sales cycle. Sales has treated the Identified Problem as if it were Pain, or a Need.

I've had several instances today in which people whom I've paid to give me a product or service didn't contact me to tell me something I needed to know, and it cost me money. When I finally got ahold of them, they just kinda shrugged it off.

How do we know when vendors will give us what we deserve - before we choose the vendor?

Seems to me vendors should be aware of their customer service these days. The world has indeed become a very small place.

Recently, many folks have found my Buying Facilitation Method to be a skill set they wish to add to their current sales techniques. As I speak with each one, I seem to have a similar discussion: folks seem to believe they need to understand how buyer's buy. Surprising, even those who have read some of my books have the same takeaway.

Obviously, I'm not writing clearly enough or that wouldn't be the takeaway. But that said, what is it that makes it so compelling for folks to believe that they need to understand buyer's buying decisions?