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Helping Buyers Decide

Make the vendor an active partner from early in the buyer’s decision path
Friday, 13 May, 2011
Make the vendor an active partner from early in the buyer’s decision path

Because choosing a solution is the last thing a buyer does, the vendor isn’t an active partner at the point the most important decisions get made.  We  like to think that because we gather good data, deeply understand pain, and have a relevant solution, we’ll be considered an ‘active partner.’
SELLERS ENTER TOO EARLY
We fail to realize that we are […]

How do systems determine buying decisions?
Friday, 8 Apr, 2011
How do systems determine buying decisions?

Because sales operates in needs assessment/solution placement terms, and not on the buying decision paths, we don’t consider that there is an actual system to how buyers buy. But there is. And it’s scalable.
BUYING DECISIONS ARE BASED ON SYSTEMS AND CHANGE MANAGEMENT
We live in systems (My book Dirty Little Secrets: why buyers can’t buy and sellers can’t sell […]

Effective Change Management: getting buy-in for new initiatives
Thursday, 3 Mar, 2011
Effective Change Management: getting buy-in for new initiatives

Decision Facilitation is a term I coined to help explain my Buying Facilitation Method®. It connotes a systems-based navigation process that leads people through all of the change management and systems issues that must be addressed, both personally and professionally, when some sort of change (all decisions represent change), or purchase, is being considered.
On Wednesday, March 9th […]

Change Management can be easy: podcast & article
Thursday, 20 Jan, 2011
Change Management can be easy: podcast & article

For the past several months, I have been recording a series on Change Management, with StrategyDriven ezine, called Making Change Work. I’ve also published a lead article in The Systems Thinker titled: ‘Buy-In: A radical approach to change management’.
Please read, listen, and enjoy. While my work is often associated with ‘sales’, my decision facilitation model […]

Influencer and a decision maker: what’s the difference?
Friday, 17 Dec, 2010
Influencer and a decision maker: what’s the difference?

When I hear sellers say, “He’s just the influencer, not the decision maker,” I get curious. What’s the difference?
If you consider the tech manager an influencer, but the solution won’t be purchased if s/he says ‘no’, this person is a decision maker.
If you don’t consider the gatekeeper at all, and s/he won’t let you in, […]

A sale: objective or outcome?
Monday, 6 Dec, 2010
A sale: objective or outcome?

So much of sales seems to be about getting someone to buy. That makes a sale the objective of the call. What would be different for you  if it were approached as an outcome instead of an objective? What would you need to do, or believe, differently? And how would you know that you could meet your quotas […]