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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 […]

Customers Don’t Know How To Buy – Or Do They?
Thursday, 26 Mar, 2009
Customers Don’t Know How To Buy – Or Do They?

My friend Jill Konrath returned from the recent Sales 2.0 conference and told me of a complaint she heard several times from attendees: “Customers don’t know how to buy.”
This, said by sellers blaming buyers for not behaving as sellers would prefer. Or not responding appropriately to seller’s selling patterns.
Let me reverse the issue: Sellers do […]

Selling In A Gloomy Economy
Friday, 31 Oct, 2008
Selling In A Gloomy Economy

What is the difference between selling in a robust economy and selling in a failing economy? A lot. But not what you think.

Your product is the same
Your pitch/presentation is the same
The buyer’s need is the same

What’s different is the decision making process the buyers need to go through. Do they have a problem that […]