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Helping Buyers Decide

The Decisions Before Selling
Thursday, 3 Jun, 2010
The Decisions Before Selling

I recently ran a contest asking folks to define terms. The definitions that came back, even from folks who read my latest book, were all based on the decisions buyers might make in relation to fixing a problem. In other words, they were still focusing on placing a solution, rather than helping manage the internal […]

What’s the buyer’s responsibility?
Friday, 21 May, 2010
What’s the buyer’s responsibility?

I was going to call one of my books “I’d close more sales if it weren’t for the buyer”  thinking that people would laugh at the silliness. But when I got an immediate standing ovation from 600 people when I said this, I realized that sales people believed it, ridiculous though it is. It’s like saying […]

Manage the sale, don’t just make it
Friday, 30 Apr, 2010
Manage the sale, don’t just make it

The sales model does needs assessment and solution placement. It does not manage the entire sale. Buyers go inside, privately, and do whatever it is they do amongst themselves, and then…. and then… and then they either return or they go somewhere else or they do nothing. Of course we have absolutely no idea what […]

We Can’t Understand Customers
Monday, 5 Apr, 2010
We Can’t Understand Customers

I often hear sales, marketing, and change management folks talking about ‘understanding the customer.’ But what, exactly, does that mean?
On the face of it, it’s a no-brainer. Of course  it’s vital to ‘understand the customer.’ But it’s not so simple as just ‘understanding’ as there are so many facets to this. I must admit that when I hear […]

A buying decision is based on more than need.
Friday, 12 Mar, 2010
A buying decision is based on more than need.

Because the ultimate goal of sales is product placement, technology, presentations, pitches, and information gathering are based on discovering prospects with appropriate needs to fit the solution.
That means your questions are biased, the answers are biased, and the data you get is such a small subset of the necessary data that precludes buying decisions that […]

Facilitating Buying Decisions: a definition
Monday, 8 Mar, 2010
Facilitating Buying Decisions: a definition

Recently, I’ve noticed many folks using the term ‘facilitating buying decisions.’ First, let me state that we have a program by that title, that can be licensed to train in companies. It’s a very fun program, teaching sellers how to sit in a buyer’s seat and learn every aspect of how they choose vendors and solutions. […]