Home » Archive by Category

Helping Buyers Decide

A buying decision is a change management problem
Tuesday, 24 Sep, 2013
A buying decision is a change management problem

The sales model focuses on needs assessment and solution placement. Buying is a change management activity.

Selling doesn’t cause buying
Sunday, 5 May, 2013
Selling doesn’t cause buying

When you think about your numbers (closing percentages, total calls, etc.), and consider the objections…

Solution Selection: do we know how buyers choose one solution over another?
Wednesday, 10 Oct, 2012
Solution Selection: do we know how buyers choose one solution over another?

Your solution matches the buyer’s need perfectly. You like them, they like you, you’ve had coffee/a meal/a powerful meeting or two. They talk about implementation and how they need to add your other product next year. And then they buy from someone else. Or not at all.
What happened? Are they stupid? Did they lie to […]

9 Sales Steps that Influence a Buying Decision
Sunday, 19 Aug, 2012
9 Sales Steps that Influence a Buying Decision

The steps of a buying decision differ from the steps of a sale. The sales model has no way to influence the private decisions and buy-in issues that buyers must address before they can buy.

Buyers live in a ‘system’ that maintains their Identified Problem (or ‘pain’) over time…

Social media can enhance the buying decision
Friday, 6 Jul, 2012
Social media can enhance the buying decision

Sales is solution focused. The buying journey is change management/systems driven.The sales model and the buying journey are out of sync with each other. And buyers buy using their buying patterns, not a seller’s selling patterns.
Enter social media.
Social media enables personal connections, with the capability of developing a sort-of a relationship and a modicum of trust. The time factor […]

Do you really understand how your buyers buy?
Saturday, 23 Jun, 2012
Do you really understand how your buyers buy?

For decades, salespeople scrunched their faces when I mentioned “how buyers buy”. I heard comments like: “I know what they need.” or “I understand exactly how they buy: price, price, price.”
But sellers only close 7%  of their prospects (and far, far less if using marketing automation).
If you understand how buyers buy, why do you have less than a 40% […]