Blogs / Tags / buying decision

Why do you think buyers take so long to decide? Do you really think they want to take that long? Think of a decision you had to make with one of your teammates, or a family member. What was the difference between what you wanted to happen, and ... More...

Sales enablement is the new new thing: technology is taking over a lot of the solution discovery and data-sharing parts of a seller’s job. Obviously, that leaves sellers either playing catch up - knowing only a portion of the data that buyers show up... More...

Recently, a student of my Guided Study program thought that her clients – franchisees who sell her product – might do well to add Buying Facilitation® to their sales skills so they could close more sales. I sent a couple of blog posts for the fol... More...

I had so much fun with you all in April with my Steps to a Sales Call contest that I’m going to run another one. This time I’d like you to use your own words to define my concepts re helping buyers manage their behind-the-scenes decision issues. I’d ... More...

The sales model only manages needs assessment and solution placement. Unfortunately it acts as if their ‘need’ were a isolated event. It’s not. Buyers live in a ’system’ that holds their Identified Problem in place and maintains it over time, creati... More...

Recently someone told me that Buying Facilitation® is an old concept, that its been written about in books since sales books have been written, and that he’s been helping buyer’s buy for decades. Of course he has, except that he, like the entire sa... More...

I often hear sales, marketing, and change management folks talking about ‘understanding the customer.’ But what, exactly, does that mean? On the face of it, it’s a no-brainer. Of course it’s vital to ‘understand the customer.’ But it’s not so ... More...

Tags

News

Buyers want a shorter buying decision cycle

Buying Decision Enablement: put the human side of decision making into the work flow

Resistance to change: inexplicable, irrational, and real

The Definition Game: name that concept

The Steps of a Sale: from the buying decision to the close

Two Types of Decisions: Buy-IN, and BuyING

We Can’t Understand Customers

	Good Guy = Bad Manager :: Bad Guy = Good Manager. Is it a Myth?

	Base Pay Increases Remain Steady in 2007, Mercer Survey Finds

	Online Overload: The Perfect Candidates Are Out There - If You Can Find Them

	Cartus Global Survey Shows Trend to Shorter-Term International Relocation Assignments

	Rewards, Vacation and Perks Are Passé; Canadians Care Most About Cash