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Articles tagged with: understand

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 […]

How do we sell if we don’t understand needs?
Monday, 9 Nov, 2009
How do we sell if we don’t understand needs?

When people first hear about Buying Facilitation™, they ask: ‘But if we can’t ask about needs and discuss our solution, how do we sell?’
The short answer is, you don’t. At least not when you are accustomed to. Because that’s not the first thing buyers need from you. The buyer first needs assistance navigating around their […]

What do Sellers Need to Understand – and When?
Monday, 19 Oct, 2009
What do Sellers Need to Understand – and When?

As a sales professional, you learn early on that your need to ‘understand’ a buyer. But what, exactly, do you need to understand?
On the sales end of the equation, you NEED to understand the prospect’s situation to make sure you are placing the appropriate solution in the right place. This same data will give you ability to fine-tune your […]