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Articles tagged with: consultative sales

Facilitating the Buyer’s Journey: a definition
Sunday, 22 Jul, 2012
Facilitating the Buyer’s Journey: a definition

In the 23 years I’ve been writing about and teaching Buying Facilitation®, I’ve come up with dozens of terms to explain my intent re ‘the buyer’s journey’ or ‘the buyer’s decision path’.
I originally labelled the trip through the behind-the-scenes issues buyers must contend with (those political, relational, strategic issues that will be touched when a […]

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 […]

Sellers can’t control the buyer’s decision journey
Friday, 3 Jun, 2011
Sellers can’t control the buyer’s decision journey

Sales folks like having control. You ‘understand the need’, ‘manage the relationship‘, ‘follow the digital footprint’, send the ‘right’ data at the ‘right’ time.
But what, exactly, can you be in control of? You are in control of the details about your solution, and how it’s used in a particular setting, and the data you seek from prospects. You certainly have […]

The results of using Buying Facilitation®
Wednesday, 1 Jun, 2011
The results of using Buying Facilitation®

For those of you who read my blogs and have some interest in understanding the results you’ll…

Contact sheets: are they gathering the right data?
Friday, 6 May, 2011
Contact sheets: are they gathering the right data?

Are your contact sheets giving you the sort of data that helps you discover – and close – the right leads? Are you depending on the data from your contact sheet/lead scoring to find your prospects?
I recently asked 15 colleagues to define what a good contact sheet should reveal. I got 15 different answers. So […]

Sales questions are hot now
Friday, 22 Oct, 2010
Sales questions are hot now

A colleague recently told me that ‘sales questions are hot now.’ But I don’t know what that means:

what is a ‘sales question’?
what makes them ‘hotter now’ than before?
what is their intent?

I’m going to go out on a limb here and make a guess that a ‘hot sales question’ is defined as the ‘right’ question to […]