Articles tagged with: decision facilitator
When I began talking about ‘helping buyers buy’, or ‘decision facilitation’ in 1988, people thought I was a bit eccentric, to say the least. “I help buyers buy too,” I used to hear. “I find out what they need, position my solution in a way they understand that it will resolve their pain, and give […]
Banks sell very similar products. Of course each bank has its own special sauce, but overall, the products are similar-enough to lull prospective buyers into believing that it doesn’t matter which bank they buy from, or which solution they choose.
PROBLEMS SELLING A BANKING SOLUTION
Bankers therefore encounter a few problems when selling: if solutions seem the same, how […]
I have a question: if your job is to get people to buy your solution, why do you spend so much time doing stuff that doesn’t bring in business?
I recently spoke with a sales guy who told me that for two years he’s been making appointments to do presentations for a relatively small ticket solution, and then […]