RSSAdding 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
Influencing Change – A Guide For Sellers, Coaches, And Supervisors
Feb 9, 2005 Decisioning & Change Management, Top Posts
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 information that could solve problems and achieve successful results, or coach them toward making a much-needed change, or even just pitch a product they sorely need, we can expect a positive reception. Obviously, if our communication partner (called Partner in this article) has a problem and we’ve got the true solution – and we do! We do! – they should take our advice. But they don’t.
We watch our Partners nod their heads in agreement with our clever suggestions, and promise to do something different, but then quickly return to their old less-successful behaviors.
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Tags: decision making, decision process, Facilitative Questions, identified problem, information, partners, systems
