Listening & Decision Making
Change is not the problem – we like doing new and different things. What we don’t like is the disruption change causes. And usually, we attempt to create change by pushing new information
You have a choice: you can follow buyers around until they decide they need your solution – about 90% of them won’t – or facilitate their decision path. I developed a change facilitation model. Read more…….
Currently we’re merely listening for what we want to hear, thereby restricting the full potential of social listening. As more than merely a tool for monitoring, text mining, analyzing, or customer experience management and intelligence, social listening can determine when and how to actively facilitate buyers, users, and followers through to the desired outcome.
There are 13 steps all buyers or followers – consumers of products as well as services, B2B as well as B2C – take before they finally choose to buy a new solution. The first 10 of these steps include hidden, change management, and buy-in issues that are essential, but not directly related to, a purchase.
A buying decision is not a whim. Whether you’re making a small personal purchase with one Buying Decision Team member or a…
Information, when used to influence or sell, has cost us untold loss in business and relationships. It actually causes resistance.
This article is an excerpt from Sharon Drew Morgen’s new book “Did You Really Say What I Think I Heard?”