Articles tagged with: buyer’s journey
Facilitating the Buyer’s Journey: a definition
In the 23 years I’ve been writing about and teaching Buying Facilitation®, I’ve come up with dozens of terms to explain my intent re ‘the buyer’s journey’ or ‘the buyer’s decision path’.
I originally labelled the trip through the behind-the-scenes issues buyers must contend with (those political, relational, strategic issues that will be touched when a […]
When do buyers buy?
Your prospects need your solution. Desperately. But they are stalling. And it makes no sense.
Buyers don’t sit and wait for sellers
Around 85% of a buyer’s pre-purchase, back-end decision issues get addressed privately
Sales, decision making, and the new decade
In 1988, with KLM as my client, I ran my first Buying Facilitation Method® program.