Home » Archive by Category

Buying Facilitation®

The Arrogance of Sales
Monday, 2 Nov, 2009
The Arrogance of Sales

Sales professionals face a lot of failure. You work very hard to discover plausible opportunities, understand needs,  respect and care for prospects, and position your products so prospects recognize how your solution manages their need. You are good. You are professional. You are conscientious. Yet you only close a fraction of your sales; you seem to have no idea who to spend time […]

Be The GPS For Your Buyer
Monday, 26 Oct, 2009
Be The GPS For Your Buyer

Buyers have two identifiable responsibilities:

maneuver through their internal, behind-the-scenes buy-in issues to ensure a trouble-free change process, and
choose a solution that will address their stakeholder’s criteria for systems excellence while maintaining the integrity of the […]

What do Sellers Need to Understand – and When?
Monday, 19 Oct, 2009
What do Sellers Need to Understand – and When?

As a sales professional, you learn early on that your need to ‘understand’ a buyer. But what, exactly, do you need to understand?
On the sales end of the equation, you NEED to understand the prospect’s situation to make sure you are placing the appropriate solution in the right place. This same data will give you ability to fine-tune your […]

“Dirty Little Secrets” Does the Field Really Need a New Sales Book?
Monday, 12 Oct, 2009
“Dirty Little Secrets” Does the Field Really Need a New Sales Book?

There have been almost as many sales books written as there have been cook books.
But none have ever been written on how to influence, understand, manage, or support the full complement behind-the-scenes, personal/policital and non-need-related elements in a buyer’s decision to purchase.
Sales books manage the solution sale: understanding needs, ‘getting in’, handling cold calls, closing, or objections. Using […]

Why Sales Are Faltering In This Economy, And What To Do About It
Monday, 5 Oct, 2009
Why Sales Are Faltering In This Economy, And What To Do About It

IS IT TIME TO TRULY HELP BUYERS BUY?
There are actually two major things a buyer must do prior to making a purchasing decision. Of course they must ultimately choose a supplier and a solution (that’s the role of sales). But they also must manage all of the off-line, behind-the scenes change issues that must take place internally so they can […]

Why Open Questions Don’t Work
Monday, 21 Sep, 2009
Why Open Questions Don’t Work

For decades, if not centuries, we’ve written books about, lectured about, and trained about, the virtues of Open Questions.
I’m here to denounce the myth that they are good in all instances: I actually believe they are used most effectively at the back end of the selling/buying cycle and have no role to play in the buying […]