Transcript:

You are a good sales person. You recognize a need, know how to position your product, and relate with the buyer with great care and respect. So whats going wrong? Why do you only close less than 10% of your prospects?

Its not you, and its not your product. The sales model is broken. It only manages the product placement end of the buying decision cycle. To close more sales, first focus on leading buyers through their mysterious internal issues the people, the policies, the current vendors, the initiatives all of those things that we can never understand and certainly know nothing about, that maintain their status quo. Until or unless the elements that in any way touch an Identified Problem have bought in to any change, or bringing in a new solution, no purchasing decision will get made.

Break the sales cycle into two distinct skill sets: first, help the buyer navigate their buying environment. Once they have achieved buy-in, you can then place your product.

Video produced by CanDoGo. Sharon Drew Morgen is one of the exclusive experts for CanDoGo, a company that delivers concise advice for sales, leadership, personal development, and motivation over the Web.

Video: Why Sales Fail is a post from: SharonDrewMorgen.com

Buying Facilitation helps buyers recognize these criteria, and gives sellers the tools to maneuver buyers through all of the hidden dynamics that go on within their workplace that sellers cannot be privvy to. But sometimes, just sometimes, there are a few, um, glitches.

This video was sent to me by my friend Gil Friend who is a leader in green business and sustainability (and a long time visionary who has been holding the space for almost as many years as I have… and thank goodness for people like him or the world wouldn’t be changing) (http://blogs.natlogic.com/friend/). And, sadly, it’s a hoot. It certainly plainly describes when our customers have their own agenda, and we have no clue how to go beyond our proscribed approach to selling our product. Let’s always remember that buyers have very different buying patterns than our selling patterns.

Enjoy. And have a look at www.newsalesparadigm.com if you are ready to help buyers manage their subjective decisions with you.

The Vendor Client Relationship is a post from: SharonDrewMorgen.com