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Helping Buyers Decide

The Cost of Perceived Wisdom: how normalized thinking restricts Search and exposes us
Monday, 16 Dec, 2019
The Cost of Perceived Wisdom: how normalized thinking restricts Search and exposes us

In 1996 my sister called to say she’d made an online purchase. I was surprised: in those early days it was not only difficult to search for anything on the new internet, there wasn’t much to search for.

Buying Patterns: what are they, and how to influence them
Monday, 14 Oct, 2019
Buying Patterns: what are they, and how to influence them

I coined the term Buying Patterns decades ago to

Don’t You Realize Selling Doesn’t Cause Buying?
Monday, 5 Aug, 2019
Don’t You Realize Selling Doesn’t Cause Buying?

Until relatively recently, the United States Post Office (USPO) was a universal communication hub.

Change management and sales: influencing the buying decision path
Monday, 25 Feb, 2019
Change management and sales: influencing the buying decision path

Buyers want to solve a problem…

Why We Get Objections
Monday, 28 Jan, 2019
Why We Get Objections

For years I’ve written about how sales suffer because the sales model, designed to seek buyers and place solutions by information sharing and gathering, ignores the vast opportunity to close more sales by adding the function of facilitating Buyer Readiness (i.e. systemic change). The absence of this capability restricts sales to searching for those ready to buy, and causes objections en route:

You’re getting objections not because of your terrific solution,

12 Dirty Little Secrets: why buyers don’t buy
Monday, 7 Jan, 2019
12 Dirty Little Secrets: why buyers don’t buy

Do you sit and wait for your buyer’s to close? They need your solution. They like you. They are OK with the price.