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Helping Buyers Decide

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. […]

Who are the decision makers?
Friday, 12 Feb, 2010
Who are the decision makers?

I once was told that there are three things a sales person needs to know: when will a prospect buy, who are the decision makers, and how much money will they give me.
I wonder how true this is now. Or if these are the most appropriate benchmark needs of a seller. Let’s go through each […]

Leadership Involves Helping Others Decide
Monday, 8 Feb, 2010
Leadership Involves Helping Others Decide

I believe that every choice, every new concept, every new action demands a decision to allow in something new and supplement what’s already there.
So whether a buyer seeks a new solution and must get buy-in from the relevant people, or a user needs to use the new software, or an initiative needs agreement from the […]