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Helping Buyers Decide

Sellers can’t understand the buyer’s decision process
Monday, 13 Sep, 2010
Sellers can’t understand the buyer’s decision process

How do you and your spouse/partner figure out where to vacation?
When you have a need for a new car, how do you and your family choose it?
When your work unit (team, company) wants a new training program, how do you go about choosing if/when/why to have one, and with whom you’ll study?
AT THE START, NO ONE […]

You have a buying process problem, not a selling problem
Monday, 30 Aug, 2010
You have a buying process problem, not a selling problem

You know your solution. You understand your buyer’s need. You know how to sell. You understand the competition. You know how to price your solution, how to pitch it, how to run a presentation, how to follow up. You know the pitfalls, the follow-up procedures. Why aren’t you selling more then? Why aren’t prospects closing […]

Buying Decision Enablement: put the human side of decision making into the work flow
Monday, 16 Aug, 2010
Buying Decision Enablement: put the human side of decision making into the work flow

Sales enablement is the new new thing: technology is taking over a lot of the solution discovery and data-sharing parts of a seller’s job. Obviously, that leaves sellers either playing catch up – knowing only a portion of the data that buyers show up knowing – or being caught flatfooted to competitors with a bigger web footprint.
Indeed, too often now, buyers end […]

Helping a prospect choose me
Friday, 30 Jul, 2010
Helping a prospect choose me

This is a copy of an email I got from a prospect considering whether or not to attend my public Buying Facilitation™ training. I’ve included my response so you can see how I use the decision facilitation model to help the buyer buy. This is unedited: I just omitted his name.
Hi Sharon Drew,
I’ve got […]

The New Buying Habits of Buyers: Does solution data drive a decision?
Monday, 12 Jul, 2010
The New Buying Habits of Buyers: Does solution data drive a decision?

It’s so much easier for buyers to buy now. With the click of a wrist, or a jog of a fingertip, they can read about, compare, and purchase whatever they want.

Resistance to change: inexplicable, irrational, and real
Monday, 7 Jun, 2010
Resistance to change: inexplicable, irrational, and real

Recently, a student of my Guided Study program thought that her clients – franchisees who sell her product – might do well to add Buying Facilitation™ to their sales skills so they could close  more sales.
I sent a couple of blog posts for the folks to read, and then had a phone conference with them. My job was […]