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12 Dirty Little Secrets: why buyers don’t buy
Guest articles > 12 Dirty Little Secrets: why buyers don’t buy
by: Sharon Drew Morgen
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:
Your current sales skills do a great job understanding need and placing solutions. But they don't work with the behind-the-scenes non-solution-related change management issues buyers go through privately.
How will you shift your skills to help buyers manage their buying decision issues?
If you want to help buyers facilitate their off-line, behind-the-skills decision issues, you may want to learn Buying Facilitation? - a set of change management/decision facilitation skills that are wholly different from (but work in tandem with) sales skills, designed to help buyers navigate through their decision path as they prepare to choose a solution. It speeds up their change management process: we sit and wait while they do it anyway.
Add Buying Facilitation? to your sales skills as a facilitation tool, and decrease your sales cycle, find the right prospects to spend time on, and close more sales. Here are some sample chapters to give you more data: Dirty Little Secrets: why buyers can't buy and sellers can't sell and what you can do about it and Buying Facilitation?: the new way to sell that influences and expands decisions.
In today's business climate, decisions to buy are far more complex than they've been in the past, and your selling skills aren't enough. What would you need to know or believe differently to be willing to add a new skill set to enhance your success?
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: 27-Nov-11
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