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Helping Buyers Decide

Buyers want a shorter buying decision cycle
Monday, 20 Sep, 2010
Buyers want a shorter buying decision cycle

Why do you think buyers take so long to decide? Do you really think they want to take that long?
Think of a decision you had to make with one of your teammates, or a family member.
What was the difference between what you wanted to happen, and the others wanted to have happen?
Where did you all […]

Who is the decision maker? No—really!
Friday, 17 Sep, 2010
Who is the decision maker? No—really!

When the gatekeeper doesn’t let you through, who is the decision maker? When your Identified Client gets flack from a colleague for wanting to use you as their vendor, who is the decision maker? When the old vendor shows up with a solution similar to yours, who is the decision maker?

Sellers can’t understand the buyer’s decision process
Monday, 13 Sep, 2010
Sellers can’t understand the buyer’s decision process

How do you and your spouse/partner figure out where to vacation?
When you have a need for a new car, how do you and your family choose it?
When your work unit (team, company) wants a new training program, how do you go about choosing if/when/why to have one, and with whom you’ll study?
AT THE START, NO ONE […]

You have a buying process problem, not a selling problem
Monday, 30 Aug, 2010
You have a buying process problem, not a selling problem

You know your solution. You understand your buyer’s need. You know how to sell. You understand the competition. You know how to price your solution, how to pitch it, how to run a presentation, how to follow up. You know the pitfalls, the follow-up procedures. Why aren’t you selling more then? Why aren’t prospects closing […]

Buying Decision Enablement: put the human side of decision making into the work flow
Monday, 16 Aug, 2010
Buying Decision Enablement: put the human side of decision making into the work flow

Sales enablement is the new new thing: technology is taking over a lot of the solution discovery and data-sharing parts of a seller’s job. Obviously, that leaves sellers either playing catch up – knowing only a portion of the data that buyers show up knowing – or being caught flatfooted to competitors with a bigger web footprint.
Indeed, too often now, buyers end […]

Helping a prospect choose me
Friday, 30 Jul, 2010
Helping a prospect choose me

This is a copy of an email I got from a prospect considering whether or not to attend my public Buying Facilitation™ training. I’ve included my response so you can see how I use the decision facilitation model to help the buyer buy. This is unedited: I just omitted his name.
Hi Sharon Drew,
I’ve got […]