RSSPurchasing a solution is the last thing a buyer does
Dec 4, 2009 Sales Related
Someone who has read one of my early books told me she thought that Buying Facilitation® was a type of consultative sales model. It’s far from it. Here is why.
Traditional Sales, spearheaded by Dale Carnegie in his book How to Win Friends and Influence People, published in 1937, is about the product sale. How to position it, how to make its features, functions, and benefits relevant, and how to discuss it so buyers will recognize a need.
Consultative Sales, spearheaded by Linda Richardson in the 80s, added the customer to the mix. What are their needs? What sort of a solution will be relevant? How can we gather the right data so we can ensure that our product/solution can fit with the needs and be positioned in a way to ensure the prospect understands the fit?
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Tags: behind-the-scenes, Buying Facilitation®, closing, consultative sales, Dale Carnegie, decision making, Dirty Little Secrets, Linda Richardson, prospect, sales models, traditional sales
Go To Market Partners Helps Consultative Sellers Sell
Sep 15, 2009 Favorite URLs
I met Neil Rackham at a think tank we were both members of. When first introduced, we smiled at each other, but were both somewhat reticient to speak. After all, I had written about him in one of my books, and was wracking my brain to try to remember what it was a said about him. From the look on his face, it probably wasn’t terrific.
As fate would have it, we ended up being on a panel together called something like “Meet the Gurus.” Before the session the moderator had us all introduce ourselves to each other, and asked if any of us knew each other beforehand. Neil genially spoke up: “I know Sharon Drew. She wrote a book that referenced me in a very unkind way.” Oops.
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Tags: buying decision, Buying Facilitation®, channel strategy, consultative sales, Go to Market Partners, Jason Jordan, Key Account Strategies, metrics, Neil Rackham, new markets, new products, strategy
Spin and the Consultative Sales Model
Dec 6, 2007 Friends and Partners
Neil Rackham is a friend of mine. He’s a really good guy – even though he’s off writing children’s books now and basically retired (and I’m jealous as hell).
Since I’m getting heavily and happily into the Collaboration of all of the aspects of support around the Sales Profession, I thought I’d spend an entire blog just on Consultative Sales.
Tags: Buying Facilitation®, consultative sales, Dave Sandler, Niel Rackham, Sales on the Line, Sales Profession, SPIN
Adding Buying Facilitation® to Consultative Sales: Friends
Dec 4, 2007 Decisioning & Change Management
As per my realization that the Buying Facilitation Method needn’t be juxtaposed with consultative sales, and is indeed an add-on skill, yesterday I introduced you to 3 of my consultative selling friends, Tony Parinello, Jacques Werth, and Jerry Acuff. Today I’m going to introduce you to 3 more folks – very different, and equally wonderful, to the first three.
Tags: buyer, Buying Facilitation®, consultative sales, decision making, decision process, seller, speaker
