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Buying Facilitation®

What do you do once your content strategies bring in the prospects?
Monday, 16 Nov, 2009
What do you do once your content strategies bring in the prospects?

After speaking with my friend Jill Konrath, I realized that I can actually help those of you who are bringing prospects in the door with a great stratigic marketing plan.
Let’s look at the layout of how companies are using marketing today: with great content, white papers, webinars and podcasts, companies are driving interested buyers to […]

How do we sell if we don’t understand needs?
Monday, 9 Nov, 2009
How do we sell if we don’t understand needs?

When people first hear about Buying Facilitation™, they ask: ‘But if we can’t ask about needs and discuss our solution, how do we sell?’
The short answer is, you don’t. At least not when you are accustomed to. Because that’s not the first thing buyers need from you. The buyer first needs assistance navigating around their […]

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 […]