You get paid based on closed sales. Fortunately, you don’t get paid on the % of sales you don’t close.
But actually, that is exactly what happens: you are missing income on the sales you aren’t closing. But if you based your efforts on the buyer’s decision paths rather than your solution, you can be closing a helluva lot more sales.
THE COST OF [...]

Logic would tell us that our modern – post Dale Carnegie – sales processes are failing.

Do you know when a buyer is ready to buy? Do you know what they must do to get ready?

Twenty five years ago, as part of my lifelong study of how brains make decisions, I realized that new decisions shift the status quo. All decisions, therefore, are basically change management problems.
Before new decisions get made, the status quo – the underlying system of rules, beliefs, relationships, etc. - must (by the very nature of homeostasis) buy-in to the proposed change or it will resist and push back. [...]

People in our organizations don’t object to change because they don’t like those of us who introduce it, or the solutions we propose, or because they don’t trust us. They object—push back—because they are protecting themselves from the fallout that would happen if something new entered their environment before they made the necessary systemic shifts to adopt [...]

Decision Facilitation is a term I coined to help explain my Buying Facilitation Method®. It connotes a systems-based navigation process that leads people through all of the change management and systems issues that must be addressed, both personally and professionally, when some sort of change (all decisions represent change), or purchase, is being considered.
On Wednesday, March 9th [...]