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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 5 selling mistakes that lose business
Monday, 27 Feb, 2012
The 5 selling mistakes that lose business

1. Starting the sales process by attempting to get an appointment.
I know that Dale Carnegie told you to meet face-to-face. But what else are you doing that was initiated in 1937? Oh. That’s right. The typical sales model of focusing on solution placement.
Buyers only buy when their entire Buying Decision Team is on board and […]

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 […]

Behaviors aren’t rational
Friday, 2 Dec, 2011
Behaviors aren’t rational

Science, sales, negotiating, and the prison system – not to mention neuromarketing, neurosciences, and decision making sciences – have a base-line belief  that there is a ‘rational’ way to recognize choice –  rationality assumed when the ‘appropriate information’ is available to decide with.
In other words, when choices are made that go against what the world […]

Selling AND Buying Facilitation®: facilitating the buying journey from idea to close with RAIN Group
Friday, 14 Oct, 2011
Selling AND Buying Facilitation®: facilitating the buying journey from idea to close with RAIN Group

Sales alone is not as effective as using two poweful models to help buyers buy: Buying Facilitation® , to help buyers figure out how, if, and when  to add a new solution, and sales, to help them actually choose, and purchase, your solution.
Confused? You’re accustomed to just using the sales model to place your solution. But the buying decision process is more […]