SharonDrewMorgen.com posts cutting edge thinking in decision facilitation and the Buying Facilitation® model, and other change ma..
| Home | My Account | Directories |
Selling doesn’t cause buying
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
A buying decision is a change management problem
The sales model focuses on needs assessment and solution placement. A buying decision is a change management activity. They are two different activities, done at two different – and opposite – points along the buying decision journey.A buying dec
12 Dirty Little Secrets: why buyers don’t buy
Do you sit and wait for your buyer's to close? They need your solution. They like you. They are OK with the price. What's going on? Here are the 'Dirty Little Secrets' of why buyers don't buy, taken from my book of the same name...12 Dirty Little Sec
