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Do you hear what others are trying to say?
Friday, 9 Sep, 2011
Do you hear what others are trying to say?

Words are merely translations of what’s going on inside – a compression …

Buying Decisions: What Happens Behind-The-Scenes
Monday, 14 Sep, 2009
Buying Decisions: What Happens Behind-The-Scenes

For some reason, it’s very difficult for sales people to think beyond ‘need’ and ‘solution:’  We tend to think that because the buyer’s need matches our solution, and because we’re professionals who ‘care,’  the only thing buyers need to do is choose our solution.
But if it were that easy, buying decisions would get made more often in our […]

When Does A Buyer Buy?
Monday, 31 Aug, 2009
When Does A Buyer Buy?

Let me say something you’re not going to like: If a buyer truly needed your solution they would have either bought it already or resolved their problem already.
David Sandler called the buyer’s need ‘Pain.’ But think about it: If you broke your arm, would you wait weeks/months/years to get it fixed? Of course not. So […]

Price Objections Aren’t Price Objections
Monday, 3 Aug, 2009
Price Objections Aren’t Price Objections

Recently, a CEO of a smallish company – a man familiar with my books – called me to do some work. Given the difficult market, he wanted to use Buying Facilitation™ to differentiate from his competition, and have his existing customers buy more product.
As with everyone, I led him down the buying decision funnel and he figured out 1. how he needed to go about […]

Sales 2.0: 5 Things You Shouldn’t Expect
Monday, 6 Jul, 2009
Sales 2.0: 5 Things You Shouldn’t Expect

Sales 2.0 is the New New Thing.
I hate to be a contrarian (Oh. Ok. I love it. Why change the habits of a lifetime?) but… it’s not the end-all and be-all that it’s being touted as.
Here’s the good news: Sales 2.0 is good for driving people to you. By simply offering a webinar, a free […]

Why is a 90% failure rate ok?
Monday, 8 Jun, 2009
Why is a 90% failure rate ok?

As I’m doing the final rewrites on my new book out Oct 15, 2009, Dirty Little Secrets: why buyers can’t buy and sellers can’t sell and what you can do about it, I realized how many times I’ve mentioned my frustration with the failure of the sales model: it actually builds in a 90% failure […]