RSSA New Presentation Model: Facilitate the Decision
Oct 29, 2009 Sales Related
I know that a lot of you love to do presentations. When folks use Buying Facilitation® their presentations are not focused on presenting solution data, but rather helping prospect maneuver through their behind-the-scenes issues they need to manage before being able to choose a solution – and THEN they present whatever matches the buying criteria they all have discovered together.
Whenever we stand in front of a room and pitch data, we have no idea how the folks are viewing us or our solution, what the politics in the room are and how the personalities are weighted, how we are being perceived in relation to our competitors, their old vendors or their on-site team mates who are currently providing a work-around until a new solution gets chosen.
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Tags: buying decision team, data, facilitate, pitch, presentation
What Are Buyers Doing While We Wait?
Jul 13, 2009 Decisioning & Change Management
Buyers have lots to do before they buy. And it has little to do with your product or their need.
You know those times when buyers show up and, barely before you can ask them what they need, buy? That’s because they’ve already done what they need to do BEFORE they contact you and they are ready. Unfortunately, the majority of buyers don’t realize what they have to do until AFTER they’ve started discussions, leaving us to think they are in a position to buy. They aren’t.
Before I tell you what it is they must do before buying, I’d like to say that I’ve asked hundreds of people where their prospects go when they say “I’ll call you back?” Here are the responses I always get, and have gotten (the same ones) for decades. And in this order:
1. they are going to find a cheaper price; 2. they are checking out the competition; 3. they are checking us out.
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Tags: cheaper price, competition, decision issues, facilitate, I'll call you back, need, realtor, sales, sales model, sales skills
