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Buyers Live in Systems
Tuesday, 2 Oct, 2012
Buyers Live in Systems

The sales model ignores the buying environment all buyers live in outside of the purview of the seller. All buyers live in systems that must buy-in to a new purchase, regardless of the apparent need, and here is where sellers lose their sales.

Let’s understand systems to begin with. A system is complex, adaptive, and eco-systemic. Families, companies, groups, and teams are comprised of…

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…

Your prospects aren’t in pain
Sunday, 15 Jul, 2012
Your prospects aren’t in pain

When I hear sellers say that buyers have ‘pain’ I ask how long it would take them to get to the hospital with a broken arm. “Immediately.”  Why? Because they’re in pain. But buyers don’t buy ‘immediately’ and have had their problem for a period of time.
If your buyer had pain, they would have fixed the problem […]

Does the sales model do what we need it to do?
Monday, 4 Jun, 2012
Does the sales model do what we need it to do?

Sales has been around since the Serpent convinced Eve to eat the apple. And, unfortunately, the goals have remained pretty much the same ever since.
The sales model was designed for a different time in history, when there were fewer decision makers and products could be easily described in a magazine ad. With the advent of […]

Fighting for Failure: why modern sales practices are illogical
Tuesday, 15 May, 2012
Fighting for Failure: why modern sales practices are illogical

Logic would tell us that our modern – post Dale Carnegie – sales processes are failing. Given the facts, there is no logical reason to believe that a purchase will follow from our selling behaviors. We close at such a miserably low rate that it’s quite stunning no one even consider that  maybe, just maybe, something should be done about […]

9 easy ways to get your brand recognized
Saturday, 12 May, 2012
9 easy ways to get your brand recognized

To get clients, you either reach out to them directly, or have them find you. Here are a few ways to help clients find you.
BLOGS ‘Everyone’ has a blog. So simple to set up. So simple to maintain. Use a template or hire a designer. Get WordPress. But do it. Just do it. Start writing a few times a week. Even if it’s […]