Think Out of the Box with Buying Facilitation®
There has always been a divergence between how seller’s sell and how
buyer’s buy. That problem is the bane of a sales professional’s
existence. For decades, I have been closing that gap by training the Buying
Facilitation® model I’ve developed to sellers to help buyers facilitate
their beginning-to-end buy path – from
• idea, to
• assembling the Buying Decision Team, to
• deciding to make a purchase, to
• choosing a vendor
and help them manage the change they must address before they can purchase
anything. My clients have learned to close a lot more business, much faster,
regardless of their industries, countries, solutions, and price points.
BUYING FACILITATION® CLOSES THE BUYER-SELLER GAP
But it has been struggle for sellers to recognize that the efficacy of their
solution, the relationship with the buyer, the strength ... (more)
An interesting year. Sales technology continues to discover more and better
ways to share and retrieve content and more finely tune ways to find
prospects; deliverables for keynote speakers are becoming more consultative
rather than instructional; US companies (different from those outside the US)
are doing little face training; social media is expanding as a prospecting
and business tool.
But the nut of the sales problem remains the same as it ever was: how to
improve the close rate. Certainly sellers have a larger database to work
from. Certainly when sellers have some sort o... (more)
When you prepare to meet a prospect, how do you know who or what your
competition is? How do you know how to position yourself strategically
against them? Do you ‘wing it?’ Do you do research? Where do you get your
research from? How do you know your research is adequate or accurate?
I’ve got the answers for you. eCompetitors is this amazing site that has me
gobsmacked (did i spell that right?). It does all of the research you could
ever wish for, on 11,445 global industries and companies at the
line-of-business level. That means that it checks out everything – e v e r
y t h i ... (more)
Tom Hakel, CEO of Goldmail, Inc., is one of those rare visionaries that is
not only smart and clever, but a genuinely nice guy. And he’s got a product
that every single one of us should be using (and, dare I say, within a short
time it will be expected that we all use his visual email capability). In
this guest post, he focuses us on the sort of messages we should be sending.
They certainly align with Buying Facilitation®. Enjoy. His contact details
are at the end of the post. sd
One of the definitions of message is “an inspired communication from a
profit or religious leader.”... (more)
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 off-line decision issues. See, we
actually enter our buyer’s sphere far too early in their decision cycle.
And we end up attempting to gather needs, understand, and place product
before a buyer really knows how to have this conversation with you.
The first thing... (more)