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 environment is a post from: SharonDrewMorgen.com

Do you really understand how your buyers buy?

Published on 2012-01-23 08:00:12

For decades, salespeople scrunched their faces when I mentioned “how buyers buy”. I heard comments like: “I know what they need.” or “I understand exactly how they buy: price, price, price.” But sellers only close 7%  of their prospects (and far, far less if using marketing automation). If you understand how buyers buy, why do you have less than a 40% [...]Do you really understand how your buyers buy? is a post from: SharonDrewMorgen.com

Help Buyers Choose the Buying Decision Team: a case study

Published on 2012-01-16 08:00:03

Would you buy a house without discussing it with your wife or family? Would you even know all of the buying criteria without their input? Would you bring in a leadership training without getting the buy-in from the people who would be trained? Or know their criteria without their voices? Would you choose a web designer without [...]Help Buyers Choose the Buying Decision Team: a case study is a post from: SharonDrewMorgen.com

Buyers don’t sit and wait for sellers

Published on 2011-12-19 07:00:41

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 [...]Buyers don’t sit and wait for sellers is a post from: SharonDrewMorgen.com

Selling doesn’t cause buying

Published on 2011-12-12 08:00:19

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 [...]Selling doesn’t cause buying is a post from: SharonDrewMorgen.com

Why Your Sales Cycle is So Long (Hint: It’s Not About Your Solution)

Published on 2011-12-05 06:00:11

Do you know why it takes so long for a buyer to buy? If the buyer knows they have a need, and they like you and your solution, shouldn’t it be easy? Yes. It is easy. But not with the sales model alone. THE JOB OF THE SALES MODEL: LIMITING THE PURCHASE CHOICE AND BUYING DECISIONS The sales [...]Why Your Sales Cycle is So Long (Hint: It’s Not About Your Solution) is a post from: SharonDrewMorgen.com

Behaviors aren’t rational

Published on 2011-12-02 07:25:43

Science, sales, negotiating, and the prison system – not to mention neuromarketing, neurosciences, and decision making sciences – have a base-line belief  that there is a ‘rational’ way to recognize choice -  rationality assumed when the ‘appropriate information’ is available to decide with. In other words, when choices are made that go against what the world [...]Behaviors aren’t rational is a post from: SharonDrewMorgen.com

Sharon Drew’s ‘retirement’ & the Future of Buying Facilitation®

Published on 2011-11-18 09:25:35

By any objective standard, I've been successful: It's been a blessing that an out-of-the-box idea...Sharon Drew’s ‘retirement’ & the Future of Buying Facilitation® is a post from: SharonDrewMorgen.com