Home » Archive by Tags

Articles tagged with: buyers

Understanding customers doesn’t help the buyer buy
Thursday, 29 Apr, 2010
Understanding customers doesn’t help the buyer buy

I was speaking with a colleague today who complained that although he understands his customer’s needs – does surveys of every aspect of their decisions (how, when, what) so he ‘knows’ how and what they buy – and creates marketing materials positioned to address those needs and segments, the buyers still didn’t behave in a way he believes […]

Why Do We Blame Buyers?
Friday, 19 Feb, 2010
Why Do We Blame Buyers?

I once told a group that I was going to title a book I’d Close More Sales if it Weren’t for the Buyer. I got a standing ovation! And I assumed I’d get a laugh. That’s like saying ‘I would have had a better birth experience if it weren’t for my mother.’
Why do we assume […]

Buying Facilitation®: what is it? and how is it different from sales?
Monday, 11 Jan, 2010
Buying Facilitation®: what is it? and how is it different from sales?

I’m so pleased that my trademarked model Buying…

Overcoming the Stall: what takes buyers so long to buy?
Tuesday, 24 Nov, 2009
Overcoming the Stall: what takes buyers so long to buy?

Are your sales taking too long to close? Do you know why?
Is it you? Is it your prospect? Is it your product?
And what would you need to do differently in order to close more quickly?
One of the biggest problems I hear sellers complain about is that it takes so long for buyers to finally buy. […]

Why being terrific isn’t good enough to make a sale
Tuesday, 10 Nov, 2009
Why being terrific isn’t good enough to make a sale

I have begun searching for a couple of new vendors, and am becoming painfully aware of how many people think that because they are good, that’s all I need to know. Even when a couple of the folks tried to gather data from me, I felt resentful because either they should have read it on one of […]

The Arrogance of Sales
Monday, 2 Nov, 2009
The Arrogance of Sales

Sales professionals face a lot of failure. You work very hard to discover plausible opportunities, understand needs,  respect and care for prospects, and position your products so prospects recognize how your solution manages their need. You are good. You are professional. You are conscientious. Yet you only close a fraction of your sales; you seem to have no idea who to spend time […]