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Articles tagged with: decision process

Why Your Sales Cycle is So Long (Hint: It’s Not About Your Solution)
Monday, 5 Dec, 2011
Why Your Sales Cycle is So Long (Hint: It’s Not About Your Solution)

Do you know why it takes so long for a buyer to buy? If the buyer knows they have a need, and they like you and your solution, shouldn’t it be easy?
Yes. It is easy. But not with the sales model alone.
THE JOB OF THE SALES MODEL: LIMITING THE PURCHASE CHOICE AND BUYING DECISIONS
The sales [...]

Sellers can’t understand the buyer’s decision process
Monday, 13 Sep, 2010
Sellers can’t understand the buyer’s decision process

How do you and your spouse/partner figure out where to vacation?
When you have a need for a new car, how do you and your family choose it?
When your work unit (team, company) wants a new training program, how do you go about choosing if/when/why to have one, and with whom you’ll study?
AT THE START, NO ONE [...]

Adding Buying Facilitation® to Consultative Sales: Friends
Tuesday, 4 Dec, 2007
Adding Buying Facilitation® to Consultative Sales: Friends

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, [...]

Influencing Change – A Guide For Sellers, Coaches, And Supervisors
Wednesday, 9 Feb, 2005
Influencing Change – A Guide For Sellers, Coaches, And Supervisors

When people or groups make a decision to purchase something, they go through the same decision cycle that an individual goes through to decide upon a personal change, or an employee goes through to change behaviors at a boss’s insistence.
Until now, our communication rules have assumed that when we kindly or persuasively offer others good [...]