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Buying Facilitation®

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 […]

Social media can enhance the buying decision
Friday, 6 Jul, 2012
Social media can enhance the buying decision

Sales is solution focused. The buying journey is change management/systems driven.The sales model and the buying journey are out of sync with each other. And buyers buy using their buying patterns, not a seller’s selling patterns.
Enter social media.
Social media enables personal connections, with the capability of developing a sort-of a relationship and a modicum of trust. The time factor […]

Do you really understand how your buyers buy?
Saturday, 23 Jun, 2012
Do you really understand how your buyers buy?

For decades, salespeople scrunched their faces when I mentioned “how buyers buy”. I heard comments like: “I know what they need.” or “I understand exactly how they buy: price, price, price.”
But sellers only close 7%  of their prospects (and far, far less if using marketing automation).
If you understand how buyers buy, why do you have less than a 40% […]

The Buyer’s Decision Path: why it’s important to sellers
Sunday, 17 Jun, 2012
The Buyer’s Decision Path: why it’s important to sellers

You get paid based on closed sales. Fortunately, you don’t get paid on the % of sales you don’t close.
But actually, that is exactly what happens: you are missing income on the sales you aren’t closing. But if you based your efforts on the buyer’s decision paths rather than your solution, you can be closing a helluva lot more sales.
THE COST OF […]

Does the sales model do what we need it to do?
Monday, 4 Jun, 2012
Does the sales model do what we need it to do?

Sales has been around since the Serpent convinced Eve to eat the apple. And, unfortunately, the goals have remained pretty much the same ever since.
The sales model was designed for a different time in history, when there were fewer decision makers and products could be easily described in a magazine ad. With the advent of […]