When you think about your numbers (closing percentages, total calls, etc.),
and consider the objections, the price issues, the delayed sales cycles, the
excuses, and those who just, well, disappear, don’t you realize these same
problems have been cropping up, um, forever? And that whatever you seem to be
doing to ‘correct’ the issue doesn’t seem to work?
And you still expect different results?
Do you realize you’d rather suffer with the long sales cycle rather than
actually enter the buyer’s journey much earlier and help them navigate
through their decision issues and buy effortlessly? And when I suggest there
is a way to do that, you don’t want to change?
Do you realize you’d rather think your customer is stupid than understand
that their behind-the-scenes decision issues – their budget-sharing, their
turf and ego issues, their vendor issues, or manager issues, or m... (more)
As sales professionals, I’m sure you recognize that the sales model
is merely a solution placement model: it ignores the behind-the-scenes human
issues that buyers must address and decide on prior to buying, leaving sales
people outside the meat of the decisions during the largest portion of the
buying decision path.
I realized the flaw in the model as an entrepreneur of a tech company in
London. As a successful sales person during the 70s, I was lucky enough to
be given the opportunity to start up a tech company in London in
1983. My personal situation drove my discovery. At ... (more)
Around 85% of a buyer’s pre-purchase, back-end decision issues get
addressed privately, outside of the seller’s purview, and a seller has no
place at the table. Here is where we lose our sales – as buyers manage the
internal politics, and the strategic/change issues – not because our
solutions aren’t relevant or because we haven’t done a good job selling.
The sales process discovers need, gathers data to determine a solution fit,
and places the solution. Buyers need that data and the sales function is
vital. But first they absolutely must make sure that a new solution fits
The field of marketing automation would like to get the right data, at the
right time, to prospects who sign up on contact sheets. But with the
available technology, it’s not possible: the wrong data are being gathered
and scored, the wrong content is being sent out and collected, the
technology is not set up to determine or support each stage of the off-line
buying decision path, and there is no capability to lead the buyer
sequentially (with unique content at each step) through their internal
change management/decision issues.
The problem is they are working from a sales mode... (more)
I first met Meri Aaron Walker in 2003 here in Austin, TX, at the World
Future Society where I was talking aoubt Buying Facilitation®. Meri had
spoken at the previous meeting about being an independent management
consultant in the fast-blooming “Free Agent Nation,” and came to hear me
speak; she claims she’s been a fan ever since.
Meri Aaron is known as “The Virtual Meeting Coach” and a social media
evangelist, using free media and virtual meeting tools to strengthen local
and distance relationships. She is also the co-author of Teamwork is An
Individual Skill: Getting Your Work... (more)