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Why Sales Fails

When do buyers buy?
Saturday, 2 Jun, 2012
When do buyers buy?

Your prospects need your solution. Desperately. But they are stalling. And it makes no sense.

Finding a prospect vs. creating a prospect
Thursday, 24 May, 2012
Finding a prospect vs. creating a prospect

You place a call to get through to the decision maker.

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 […]

“But I talk to everyone this way”: the difference between selling patterns and buying patterns
Friday, 7 Oct, 2011
“But I talk to everyone this way”: the difference between selling patterns and buying patterns

I recently had a Tab problem on my PC – you know, one of those annoying problems that needs technical assistance from someone, from some country, on the telephone. One of those calls where someone gives his name as “Jim” but it’s probably really Ricardo, or Raj, or Gallal, and his accent is a horrid mixture of Midwest […]

What is a seller’s priority?
Friday, 16 Sep, 2011
What is a seller’s priority?

As a seller, what’s your job?  Are you working to close a sale? Feed your family? Continue living in the style you’re accustomed to? Be the best? Make a name for yourself? Keep your job? Meet your quota? Your ego?
What would need to be true if your priority were to truly serve a customer? Would […]