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Articles tagged with: buying decision

The Buyer’s Decision Path: why it’s important to sellers
Sunday, 17 Jun, 2012
The Buyer’s Decision Path: why it’s important to sellers

You get paid based on closed sales. Fortunately, you don’t get paid on the % of sales you don’t close.
But actually, that is exactly what happens: you are missing income on the sales you aren’t closing. But if you based your efforts on the buyer’s decision paths rather than your solution, you can be closing a helluva lot more sales.
THE COST OF […]

Does the sales model do what we need it to do?
Monday, 4 Jun, 2012
Does the sales model do what we need it to do?

Sales has been around since the Serpent convinced Eve to eat the apple. And, unfortunately, the goals have remained pretty much the same ever since.
The sales model was designed for a different time in history, when there were fewer decision makers and products could be easily described in a magazine ad. With the advent of […]

The buyer’s buying process vs. the sales model: two divergent roads
Monday, 9 Apr, 2012
The buyer’s buying process vs. the sales model: two divergent roads

The sales process is woefully inadequate. It merely focuses on the last 10% of the buying decision: the solution and vendor choice.
To understand and influence the buyer’s buying decision process and all of the people, politics and relationships that buyers must manage internally to be ready to make a purchase, it’s necessary for sellers to learn a new language. Not […]

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 […]

Buyers don’t sit and wait for sellers
Monday, 19 Dec, 2011
Buyers don’t sit and wait for sellers

Around 85% of a buyer’s pre-purchase, back-end decision issues get addressed privately

The differences between the solution sale and the buying decision: let’s go to a wedding
Monday, 24 Oct, 2011
The differences between the solution sale and the buying decision: let’s go to a wedding

Let’s say you were going to a wedding. You had the gift, decided on the outfit, picked a time to leave to get there on time, decided to use your car rather than you’re spouse’s, because it was more comfortable. Then you had to plug in the directions to your trusty GPS system.
What does your […]