RSSBe The GPS For Your Buyer
Oct 26, 2009 Sales Related, Top Posts
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 system.
Sales addresses one of these jobs, but not the other. In fact, we’ve never been taught the skills to help with the off-line issues buyers address: as per the explanations and skills offered in my new book Dirty Little Secrets, helping buyers maneuver through their off-line buy-in issues requires a wholly different skill set.
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Tags: behind-the-scenes, buyer, gps, off-line, stakeholders
Helping Buyers Decide To Spend Money
Jul 10, 2009 Sales Related
Because of the feared, or actual, financial crunch, companies are stepping back from their normal decision making behaviors. The problem is not that there is no money; they are just not spending it.
If that weren’t enough, they are so scared of making bad decisions that they’ve added additional stakeholders to each decision team to spread the risk. What does that mean? It means that “no” becomes the truly operative word.
Folks are scared to take a stand because they don’t understand the corporate risk AND the personal risk to their egos and reputations.
Folks are now working with strangers, with unknown repercussions for their future careers.
The possibility of agreeing on mutual criteria gets diluted in a larger team so there is no longer a set of assumed criteria to decide with.
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Tags: buying decisions, decision criteria, decision issues, decision making process., down economy, financial crunch, manuever internal dynamics, risk averse, stakeholders, White Paper
