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Articles tagged with: buying decision

How does social networking help make the sale?
Monday, 17 Oct, 2011
How does social networking help make the sale?

These days we all use some form of social networking: it’s delightful to go onto LinkedIn and find colleagues from Europe who might have interest in a program with me for when I travel across the pond – colleagues that ‘know’ me well enough through my various on-line profiles to be eager to

dialogue with me,
discover ways […]

Selling AND Buying Facilitation®: facilitating the buying journey from idea to close with RAIN Group
Friday, 14 Oct, 2011
Selling AND Buying Facilitation®: facilitating the buying journey from idea to close with RAIN Group

Sales alone is not as effective as using two poweful models to help buyers buy: Buying Facilitation® , to help buyers figure out how, if, and when  to add a new solution, and sales, to help them actually choose, and purchase, your solution.
Confused? You’re accustomed to just using the sales model to place your solution. But the buying decision process is more […]

Why Your Prospects Aren’t Buying: the problem sales can’t solve
Thursday, 25 Aug, 2011
Why Your Prospects Aren’t Buying: the problem sales can’t solve

You’ve done your homework. You’ve found the right buyers – prospects with needs you can fulfill …

Sellers can’t control the buyer’s decision journey
Friday, 3 Jun, 2011
Sellers can’t control the buyer’s decision journey

Sales folks like having control. You ‘understand the need’, ‘manage the relationship‘, ‘follow the digital footprint’, send the ‘right’ data at the ‘right’ time.
But what, exactly, can you be in control of? You are in control of the details about your solution, and how it’s used in a particular setting, and the data you seek from prospects. You certainly have […]

The results of using Buying Facilitation®
Wednesday, 1 Jun, 2011
The results of using Buying Facilitation®

For those of you who read my blogs and have some interest in understanding the results you’ll…

Provocation-based selling:proving pain does not close a sale
Monday, 30 May, 2011
Provocation-based selling:proving pain does not close a sale

A friend sent me the Harvard Business Review article written by my hero Geoffrey Moore and two of his colleagues – Todd Hewlin and Philip Lay – titled “In a Downturn, Provoke Your Customers.”
REALLY? BUYERS BUY BECAUSE THEY ARE IN PAIN? REALLY?
I found the article ruefully humorous. Here are some of the smartest business minds in […]