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Why Sales Fails

How To Listen To Hear What’s Intended
Sunday, 23 Feb, 2014
How To Listen To Hear What’s Intended

This article is an excerpt from Sharon Drew Morgen’s new book “Did You Really Say What I Think I Heard?”

The Prize in Customer Surprise
Monday, 25 Nov, 2013
The Prize in Customer Surprise

My friend Chip Bell is THE go-to-guy when you need a speaker on the Customer Experience. I’m delighted he’s agreed to write an article for us on taking care of customers effectively and with integrity. In case you don’t know Chip, he’s the author of 20 (count em) books on how to make customers for life (my favorite is Wired and Dangerous: how your customers have changed and what to do about it but he tells me his latest book The 9½ Principles of Innovative Service is equally terrific).

Buying Patterns, Buy Cycle, Buying Decisions
Wednesday, 16 Oct, 2013
Buying Patterns, Buy Cycle, Buying Decisions

As sales professionals, I’m sure you recognize that the sales model is merely a solution placement model: it ignores the behind-the-scenes human issues that buyers must address and decide on prior to buying, leaving sales people outside the meat of the decisions during the largest portion of the buying decision path.

A buying decision is a change management problem
Tuesday, 24 Sep, 2013
A buying decision is a change management problem

The sales model focuses on needs assessment and solution placement. Buying is a change management activity.

Why Your Sales Cycle is So Long (Hint: It’s Not About Your Solution)
Saturday, 1 Jun, 2013
Why Your Sales Cycle is So Long (Hint: It’s Not About Your Solution)

Do you know why it takes so long for a buyer to buy? If the buyer knows they have a need, and they like you and your solution, shouldn’t it be easy?

Yes. It is easy. But not with the sales model alone.

THE JOB OF THE SALES MODEL: LIMITING THE PURCHASE CHOICE AND BUYING DECISIONS

Selling doesn’t cause buying
Sunday, 5 May, 2013
Selling doesn’t cause buying

When you think about your numbers (closing percentages, total calls, etc.), and consider the objections…