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Buying Facilitation®

The New Relationship Manager: how to differentiate yourself
Monday, 14 Jan, 2013
The New Relationship Manager: how to differentiate yourself

Until now, you’ve called yourselves relationship managers because you believe that by giving clients and prospects good service, advice, ideas, and professional behaviors you would prove yourselves worthy of being the chosen vendor. In other words, you’ve been using the title as a sales ploy.
But you all sound alike: No matter how terrific you are, […]

Solution Selection: do we know how buyers choose one solution over another?
Wednesday, 10 Oct, 2012
Solution Selection: do we know how buyers choose one solution over another?

Your solution matches the buyer’s need perfectly. You like them, they like you, you’ve had coffee/a meal/a powerful meeting or two. They talk about implementation and how they need to add your other product next year. And then they buy from someone else. Or not at all.
What happened? Are they stupid? Did they lie to […]

Buyers don’t sit and wait for sellers
Monday, 8 Oct, 2012
Buyers don’t sit and wait for sellers

Around 85% of a buyer’s pre-purchase, back-end decision issues get addressed privately, outside of the seller’s purview, and a seller has no place at the table. Here is where we lose our sales – as buyers manage the internal politics, and the strategic/change issues – not because our solutions aren’t relevant or because we haven’t done a good job selling.
The […]

Buyers Live in Systems
Tuesday, 2 Oct, 2012
Buyers Live in Systems

The sales model ignores the buying environment all buyers live in outside of the purview of the seller. All buyers live in systems that must buy-in to a new purchase, regardless of the apparent need, and here is where sellers lose their sales.

Let’s understand systems to begin with. A system is complex, adaptive, and eco-systemic. Families, companies, groups, and teams are comprised of…

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 […]

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…