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Articles tagged with: decision making

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 […]

The buyer’s buying process vs. the sales model: two divergent roads
Monday, 9 Apr, 2012
The buyer’s buying process vs. the sales model: two divergent roads

The sales process is woefully inadequate. It merely focuses on the last 10% of the buying decision: the solution and vendor choice.
To understand and influence the buyer’s buying decision process and all of the people, politics and relationships that buyers must manage internally to be ready to make a purchase, it’s necessary for sellers to learn a new language. Not […]

Buyers don’t sit and wait for sellers
Monday, 19 Dec, 2011
Buyers don’t sit and wait for sellers

Around 85% of a buyer’s pre-purchase, back-end decision issues get addressed privately

Behaviors aren’t rational
Friday, 2 Dec, 2011
Behaviors aren’t rational

Science, sales, negotiating, and the prison system – not to mention neuromarketing, neurosciences, and decision making sciences – have a base-line belief  that there is a ‘rational’ way to recognize choice –  rationality assumed when the ‘appropriate information’ is available to decide with.
In other words, when choices are made that go against what the world […]

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 […]

Make the vendor an active partner from early in the buyer’s decision path
Friday, 13 May, 2011
Make the vendor an active partner from early in the buyer’s decision path

Because choosing a solution is the last thing a buyer does, the vendor isn’t an active partner at the point the most important decisions get made.  We  like to think that because we gather good data, deeply understand pain, and have a relevant solution, we’ll be considered an ‘active partner.’
SELLERS ENTER TOO EARLY
We fail to realize that we are […]