Vorstandsabteilung » how to understand

hes buyers how to recognize all aspects that need to be included in a decision in the area of the seller's product benefits Shayne Gostisbehere Jersey , with the seller being the neutral navigator to help the buyer think it all through.

Here's a personal story that would be funny if it weren't so sad. A visionary sales manager from a large multinational hired me to train his group. It was an easy sales process for me, since the person with the checkbook was the buyer, and the Facilitative systems questions I posed were (in his estimation) not relevant since he was a single buyer.


As the training progressed, I discovered that the entire company had been opposed to him bringing in a visionary sales model. Folks had had meetings with him Claude Giroux Jersey , threatened him, traveled long distances to get him to listen to reason, etc. because they were unwilling to change the system. Since this man had his own budget, he went ahead Nolan Patrick Jersey , but did not bring his annoyed colleagues into the process.


By the time I got there, it was too late: they were lying in wait for him. During the brief post-training coaching phase, the sales numbers lagged. That was it. They began a lethal campaign that led to the redeployment of the trained reps, and a new job - for another company - for my client. Oh. The figures for the month the sellers used the Method were 600% over their projected revenue. It was more important for the system to be stable than a huge increase in revenue.


Contrast this to the success of the Buying Facilitation? implementation at California Closets. When we began the training and discussed the possible points of disruption and chaos Philadelphia Flyers Jersey , the entire executive management team got on board to create strategies to contain any chaos. As soon as it began, the team put into place their action plan, and mitigated the problems. Now, after five years Zack Smith Jersey , they continue to use Buying Facilitation? successfully internationally. The rewards include easier collaborations amongst all stakeholders, as well as increased revenue and long term client relationships.


Remember this: until buyers take into account all of the 8 points above, they will drag their heels, or do something to recreate the status quo. Change is too costly.


The results for sellers when using Buying Facilitation? are:


1. greatly reduced sales cycles;
2. sales people become brand ambassadors for the company;
3. long term loyal business relationships;
4. the decommoditization of products (i.e. no price competition);
5. easy differentiation with the competition;
6. alignment of all stakeholders in a short time period.


ALIGNING DECISION FACTORS


Helping buyers find solutions by thinking through and aligning all of the decision-making factors that create their culture is obviously different than a 'sales' philosophy (although people buy as a result). But it seems to be a hard bridge to cross to get sales people to understand that their job hinges on the actual decision process rather than the strength and relevance of the product.


Because there is now so much access to data Bobby Ryan Jersey , sellers actually think they have all the 'data' they need to 'help' a buyer know how to buy. And while they might have all the data, unless they live with that family, or sit in on team meetings and share projects and phone calls and gossip with a team for months and months, they will never understand HOW buyers make their decisions Mike Condon Jersey , and the criteria they use in order to choose to make a change.


Indeed, buyers might not consciously understand the 'hows' either. But make no mistake: until they do, they won't buy anything. They need to do it with you or without you: it might as well be with you.


Buying Facilitation? (for those of you needing a refresher) is a questioning methodology that uses systems thinking to help buyers figure out what a solution needs to look like:


- so they don't have unmanageable chaos;
- so they don't step on political toes;
- so they assemble all the relevant criteria of the players;
- so all the players are on board;
- so they link all of the history and politics with a new solution.


It's not about the product; it's about the norms of the buying culture. And the seller has NO WAY OF KNOWING the buying culture.


So even though you have the exact right product, if the buyers can't make sense of their own norms and values and beliefs and history and future and stakeholders Ottawa Senators Jersey , you can't sell it.


I recently spoke with someone who is running programs in one of the new sales methods, purported to be the 'next step' from Consultative Sales. What have they done? They've added questions that help sellers handle the anxiety brought about by pushing a solution from the seller's perspective.


Sellers are recognizing the problem - they can't make a sale unless a buyer makes a buying decision; but they haven't figured out how to handle that problem using the original thinking that Carnegie gave us. They continue to use the same methods with the same basic beliefs. In fact, the person I spoke with said, "Buyers don't know what they need. We take care of that by helping them work through their anxiety."


Nice. But imagine if you didn't try to sell. Imagine if you led buyers of any type of product Mika Zibanejad Jersey , in any market, through a simple process that taught them:


1. how to look at their environment with (their own) new eyes;


2. how to stop and consider all of the political and historic factors that not only got them where they are, but are planned to be used into the future;


3. how to fix it themselves if they can (so they know it's time to seek a different solution if they can't);


4. how to understand and align and handle all of the stakeholders and policies that have kept the status quo where it is.


Until or unless a buyer does all of the above, they will not buy. Remember: the time it takes people to come up with their own answers is the length of the sales cycle

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