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The differences between the solution sale and the buying decision: let’s go to a wedding
Monday, 24 Oct, 2011
The differences between the solution sale and the buying decision: let’s go to a wedding

Let’s say you were going to a wedding. You had the gift, decided on the outfit, picked a time to leave to get there on time, decided to use your car rather than you’re spouse’s, because it was more comfortable. Then you had to plug in the directions to your trusty GPS system.
What does your […]

Buyers want a shorter buying decision cycle
Monday, 20 Sep, 2010
Buyers want a shorter buying decision cycle

Why do you think buyers take so long to decide? Do you really think they want to take that long?
Think of a decision you had to make with one of your teammates, or a family member.
What was the difference between what you wanted to happen, and the others wanted to have happen?
Where did you all […]

Buying Facilitation® vs. buyer facilitation
Monday, 21 Dec, 2009
Buying Facilitation® vs. buyer facilitation

Lately, I’ve noticed folks using the term buyer facilitation. While I can make a good guess that the term is a version of Buying Facilitation™, it is being used in a ‘sales’ context. So maybe, the term is to be used in conjunction with Buying Facilitation™. After all, the buyer must manage both the internal […]

Selling with Integrity
Friday, 20 Nov, 2009
Selling with Integrity

In 1995 I wrote a book called Selling with Integrity: reinventing sales through collaboration, respect, and serving, published in 1997 and subsequently on the NYTimes Business Bestseller list. The book continues to sell well, being considered one of the top sales books of all time. At the time I wrote it, it took a month […]

How do we sell if we don’t understand needs?
Monday, 9 Nov, 2009
How do we sell if we don’t understand needs?

When people first hear about Buying Facilitation™, they ask: ‘But if we can’t ask about needs and discuss our solution, how do we sell?’
The short answer is, you don’t. At least not when you are accustomed to. Because that’s not the first thing buyers need from you. The buyer first needs assistance navigating around their […]

Be The GPS For Your Buyer
Monday, 26 Oct, 2009
Be The GPS For Your Buyer

Buyers have two identifiable responsibilities:

maneuver through their internal, behind-the-scenes buy-in issues to ensure a trouble-free change process, and
choose a solution that will address their stakeholder’s criteria for systems excellence while maintaining the integrity of the […]