Sharon Drew Morgen - Home of the Buying Facilitation® Method

Why Aren’t Our Prospects Buying: the problem sales can’t solve

Published on 2012-02-13 08:00:32

You’ve done your homework. You’ve found the right buyers – prospects with needs you can fulfill and can afford your solution. You’ve nurtured them, contacted them, met with them, scored them, pitched them, networked with them, sent them gifts. But only a small fraction buy. Where do they go? Industry lore believes that 80% of your prospects will purchase [...]Why Aren’t Our Prospects Buying: the problem sales can’t solve is a post from: SharonDrewMorgen.com

The Steps to Buying: remembering the human element

Published on 2012-02-06 07:00:06

There are two distinct categories involving buying decisions: the behind-the-scenes issues buyers must manage internally to get stakeholder buy-in for change and for going outside their status quo for a solution and the solution-choice issues. We are all very familiar with the latter: that’s what sales handles so well. But sales does not handle the former at all: we are not there [...]The Steps to Buying: remembering the human element is a post from: SharonDrewMorgen.com

We can never understand a buyer’s buying environment

Published on 2012-01-30 07:00:36

Sales people get confused when I suggest they can’t ’understand’ the buyer’s needs if they approach a sale with this outcome. Without everyone on board who will lend their voice to a possible solution, buyers cannot understand it themselves. And using the sales model, we can’t help: we’ll never understand what’s going on behind-the-scenes as they figure out who should be involved, what must be [...]We can never understand a buyer’s buying env