RSSA buying decision is based on more than need.
Mar 12, 2010 Sales Related
Because the ultimate goal of sales is product placement, technology, presentations, pitches, and information gathering are based on discovering prospects with appropriate needs to fit the solution.
That means your questions are biased, the answers are biased, and the data you get is such a small subset of the necessary data that precludes buying decisions that sellers end up making costly assumptions: they’ll close ’soon,’ the buyer is a ‘hot prospect,’ for example. It makes it so difficult for sales managers to predict the real pipeline, and for sellers to know who to spend time with.
Think about it: when your baseline assumption is that just because you’ve ‘uncovered a need’ that you have a prospect, you have no idea who is really going to buy, or you would have closed a lot more business.
Read the rest of this entry »
Tags: buying decision, sales, status quo
What Is Buying Facilitation®?
Aug 10, 2009 Buying Facilitation®
What is the difference between selling and helping someone buy?
A lot. But not what you think.
When I began talking about helping buyers buy in 1988, people thought I was a little nuts (and what does that have to do with anything?). I persisted, and finally, about 3 or4 years ago, people began using the phrase as if it had always been around.
Read the rest of this entry »
Tags: Buying Facilitation®, Decision Facilitation, internal systems, need, status quo
Decision Facilitation: Influencing The Offline Decisions
Jul 17, 2009 Decisioning & Change Management
Lately, I’ve heard a few folks using the term that I have been using for 20: decision facilitation.
But what, exactly, does that mean?
Since I suspect there is a good chance I was the person who first put those particular words together – especially in the sales field – I’d like to offer my definition.
Sales manages the solution placement end of the buying decision. It does a good job gathering data about needs, sharing data about products and solutions, and creating trusting relationships.
But it doesn’t handle the offline issues that buyers have to manage before they can buy.
Read the rest of this entry »
Tags: Buy-In, change, culture, Decision Facilitation, offline, status quo, system
Implementing Change From Inception
Jan 21, 2008 Random Thoughts
Hi Everyone:
As we enter the new year, one of the problems that I know so many of you face is ensuring that your change situations get implemented. I have some thoughts on how to employ Buying Facilitation to help.
When something new enters a system, it challenges the status quo (especially a person’s internal status quo), and folks resist. When we bring in a new technology, or reorganize jobs and job descriptions, etc. we must ensure
that the change we request gets adopted and accepted head-to-heart – from the person’s belief level.
Tags: Buy-In, Buying Facilitation®, Decision Facilitation, status quo
