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The Buyer’s Decision Path: why it’s important to sellers
Guest articles > The Buyer’s Decision Path: why it’s important to sellers
by: Sharon Drew Morgen
You get paid based on closed sales. Fortunately, you don’t get paid on the % of sales you don’t close.
But actually, that is exactly what happens: you are missing income on the sales you aren’t closing. But if you based your efforts on the buyer’s decision paths rather than your solution, you can be closing a helluva lot more sales.
THE COST OF NOT ADDRESSING THE BUYER’S JOURNEY
If you could keep the commission you’re now on, and close twice as many sales, would you?
If you could close your business in half the time, leaving you time to close more, would you?
If you could close all of the prospects who would buy and avoid spending time on all of the prospects/leads who will never buy, would you?
If you could only spend time on those people who you accurately qualify as buyers on the first call, would you?
If you could only respond to those RFPs who will choose you, would you?
If you could get 4x more prospects to want an appointment with you – and speak with folks who are eager to connect with you - would you?
If you only went on appointments when the entire Buying Decision Team was present, and only need to make one appointment before you close the deal, would you?
If you needed to learn a new skill to do all of the above, would you?
So why aren’t you?
FACILITATE THE BUYING DECISION FIRST, THEN PLACE SOLUTION
With Buying Facilitation® as a front end – and yes, a new skill to learn as it is a change management model that works with sales - you can do all of the above.
But you’d have to learn something new. What is it worth to you?
And yes, this is an unmitigated plug for Buying Facilitation®. I’ve heard too many people this week tell me that they don’t get paid for helping the buyer manage their buying decision journey. And that’s just not true: they do get paid for what they are closing – and not getting paid for what they are losing.
Check out Sharon Drew Morgen's new book: Dirty Little Secrets: why buyers can’t buy and sellers can’t sell and what you can do about it.
Or consider purchasing the bundle: Dirty Little Secrets plus my last book Buying Facilitation®: the new way to sell that influences and expands decisions. These books were written to be read together, as they offer the full complement of concepts to help you learn and understand Buying Facilitation® - the new skill set that gives you the ability to lead buyers through their buying decisions.
Contributor: Sharon Drew Morgen
Published here on: 08-May-11