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A buying decision is based on more than need.
Friday, 12 Mar, 2010
A buying decision is based on more than need.

Because the ultimate goal of sales is product placement, technology, presentations, pitches, and information gathering are based on discovering prospects with appropriate needs to fit the solution.
That means your questions are biased, the answers are biased, and the data you get is such a small subset of the necessary data that precludes buying decisions that […]

Facilitating Buying Decisions: a definition
Monday, 8 Mar, 2010
Facilitating Buying Decisions: a definition

Recently, I’ve noticed many folks using the term ‘facilitating buying decisions.’ First, let me state that we have a program by that title, that can be licensed to train in companies. It’s a very fun program, teaching sellers how to sit in a buyer’s seat and learn every aspect of how they choose vendors and solutions. […]

Make the Phone your Best Friend
Monday, 1 Mar, 2010
Make the Phone your Best Friend

Do you believe that to close a sale you must ‘get in front of prospects?’  Why? Really. Have you ever asked yourself why? Do you tell yourself that you MUST have that eye contact? That ‘face-to-face’ juice? Do you tell yourself that if you’re not in the field, you’re not selling?
In 1937, Dale Carnegie advocated it. […]

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 […]

The Basis of Sales Has Remained Stagnant
Monday, 15 Feb, 2010
The Basis of Sales Has Remained Stagnant

Did I get your attention? Good. Because I’m serious.
Most of you would laugh, tell me I’m wrong, that the sales model has been shifting and that the Internet has ‘changed everything.’  But what, exactly, has it changed?
I believe that basically, sales has not changed since the beginning. Sure, the bells and whistles have changed: it’s far, […]

Sales is resistant to change
Friday, 29 Jan, 2010
Sales is resistant to change

Think about this: Dale Carnegie is the father of the current selling model. Why would I say that when there are such ‘new’ models as Permission Marketing, or SPIN, or any of the myriad selling techniques that have come along since 1937 when Carnegie published How to Win Friends and Influence People? Why would I […]