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Articles tagged with: identified problem

Sales As A Spiritual Practice
Monday, 2 Apr, 2012
Sales As A Spiritual Practice

The sales profession focuses on placing product. While some would disagree and claim it’s based on ‘meeting a buyer’s needs’, it comes down to the same thing: how to get a product placed. And, after being in every aspect of the field since the 70s, it seems to me that placing product, or understanding needs, […]

Pipeline management: is your forecasting accurate?
Wednesday, 20 Apr, 2011
Pipeline management: is your forecasting accurate?

What does your pipeline consist of? How long have the ‘opportunities’ been in the pipeline? How accurate is your/your team’s forecasting? Why isn’t it better – are your sales folks putting in bad leads? Are your sales folks able to enter the buying decision path and influence the Buying Decision Team in a way that […]

Make the Phone your Best Friend
Monday, 1 Mar, 2010
Make the Phone your Best Friend

Do you believe that to close a sale you must ‘get in front of prospects?’  Why? Really. Have you ever asked yourself why? Do you tell yourself that you MUST have that eye contact? That ‘face-to-face’ juice? Do you tell yourself that if you’re not in the field, you’re not selling?
In 1937, Dale Carnegie advocated it. […]

Buying Decisions: What Happens Behind-The-Scenes
Monday, 14 Sep, 2009
Buying Decisions: What Happens Behind-The-Scenes

For some reason, it’s very difficult for sales people to think beyond ‘need’ and ‘solution:’  We tend to think that because the buyer’s need matches our solution, and because we’re professionals who ‘care,’  the only thing buyers need to do is choose our solution.
But if it were that easy, buying decisions would get made more often in our […]

Price Objections Aren’t Price Objections
Monday, 3 Aug, 2009
Price Objections Aren’t Price Objections

Recently, a CEO of a smallish company – a man familiar with my books – called me to do some work. Given the difficult market, he wanted to use Buying Facilitation™ to differentiate from his competition, and have his existing customers buy more product.
As with everyone, I led him down the buying decision funnel and he figured out 1. how he needed to go about […]

Sales As A Form Of Change Management
Friday, 26 Jun, 2009
Sales As A Form Of Change Management

As sellers, we forget that when buyers make a purchasing decision, they are bringing our solution into their environment. And, trust me on this, their environment is not sitting and waiting around for us to show up.
The Identified Problem – need, or pain, as some of you may call it – has been there for […]