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Buying Facilitation®

Where does selling begin? Activate the buying journey immediately
Tuesday, 3 Apr, 2012
Where does selling begin? Activate the buying journey immediately

Where does selling begin? Why do we begin a buyer conversation by focusing on finding needs?

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, […]

The Steps to Buying: remembering the human element
Monday, 6 Feb, 2012
The Steps to Buying: remembering the human element

There are two distinct categories involving buying decisions: the behind-the-scenes issues buyers must manage internally to get stakeholder buy-in for change and for going outside their status quo for a solution and the solution-choice issues.
We are all very familiar with the latter: that’s what sales handles so well. But sales does not handle the former at all:

We can never understand a buyer’s buying environment
Monday, 30 Jan, 2012
We can never understand a buyer’s buying environment

Sales people get confused when I suggest they can’t ‘understand’ the buyer’s needs if they approach a sale with this outcome. Without everyone on board who will lend their voice to a possible solution, buyers cannot understand it themselves. And using the sales model, we can’t help: we’ll never understand what’s going on behind-the-scenes as they figure out who should be involved, what must be […]

Help Buyers Choose the Buying Decision Team: a case study
Monday, 16 Jan, 2012
Help Buyers Choose the Buying Decision Team: a case study

Would you buy a house without discussing it with your wife or family? Would you even know all of the buying criteria without their input?
Would you bring in a leadership training without getting the buy-in from the people who would be trained? Or know their criteria without their voices?
Would you choose a web designer without […]

Buyers don’t sit and wait for sellers
Monday, 19 Dec, 2011
Buyers don’t sit and wait for sellers

Around 85% of a buyer’s pre-purchase, back-end decision issues get addressed privately