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sharondrew uploaded a new video
(3 months ago)
By Sharon Drew Morgen - Currently, sales models have a product sale as an outcome. Thats the definition of sales. We like to tell ourselves that by...
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By Sharon Drew Morgen - Currently, sales models have a product sale as an outcome. Thats the definition of sales. We like to tell ourselves that by ensuring buyers get their needs met with a great solution (ours, of course) and service (ours, again) that we are selling with integrity. And yet we are only doing a fraction of what needs to get done to help buyers achieve excellence. Merely placing product is not enough.
Buyers need to manage a whole range of internal systems elements before they can bring in a new solution. Just like a car purchase isnt merely about the car its also about the lifestyle, the loan agreement, the garage, the family situation, the monthly payments, what to do with the old car so a product purchase isnt merely about the need.
Sellers can add a new capability to their current skill set by leading buyers through their buying decisions before discussing solution. Facilitative Questions like What has stopped you from achieving the results you deserve? and How would your management team know when it was time to begin having regular communications in order to ensure a painless handover? These questions to not pull data from the buyer, but instead point buyers to their own criteria to help them think through their choices. Its a true servant leader approach: and its selling with integrity.
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sharondrew uploaded a new video
(3 months ago)
By Sharon Drew Morgen
You are a good sales person. You recognize a need, know how to position your product, and relate with the buyer with great ca...
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By Sharon Drew Morgen
You are a good sales person. You recognize a need, know how to position your product, and relate with the buyer with great care and respect. So whats going wrong? Why do you only close less than 10% of your prospects?
Its not you, and its not your product. The sales model is broken. It only manages the product placement end of the buying decision cycle. To close more sales, first focus on leading buyers through their mysterious internal issues the people, the policies, the current vendors, the initiatives all of those things that we can never understand and certainly know nothing about, that maintain their status quo. Until or unless the elements that in any way touch an Identified Problem have bought in to any change, or bringing in a new solution, no purchasing decision will get made.
Break the sales cycle into two distinct skill sets: first, help the buyer navigate their buying environment. Once they have achieved buy-in, you can then place your product.
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sharondrew uploaded a new video
(3 months ago)
By Sharon Drew Morgen
Buyers live in a system. It includes people, policies, relationships, company or family politics, personality issues, initiat...
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By Sharon Drew Morgen
Buyers live in a system. It includes people, policies, relationships, company or family politics, personality issues, initiatives, historic vendor relationships. And any Identified Problem, or need that our product can resolve, sits inside that system. And make no mistake: it sits comfortably in the system and the system creates work-arounds that not only provide some sort of solution, but also creates tentacles and are firmly rooted in the buyers environment. Until or unless these latch on to something else, and everything around them is willing to change, no purchase can take place. Managing this creates the delays in their buying decisions.
Like in all systems, our buyers environments seek homeostasis. Its a universal law of nature the retention of balance, regardless of what it takes to do this. When we show up with a solution, no matter how necessary the need, our solution threatens the system. To us it just looks like a need that our solution can fix. To buyers it looks like disruption. Remember, there is some sort of work-around already.
We can help prospects figure out how to manage the systems elements that need to agree to change. Theyll do this with us or without us. It might as well be with us.
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sharondrew uploaded a new video
(3 months ago)
By Sharon Drew Morgen
A need is little more than a piece of a buyers system whose work-arounds are dysfunctional. Sales folks sometimes think that ...
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By Sharon Drew Morgen
A need is little more than a piece of a buyers system whose work-arounds are dysfunctional. Sales folks sometimes think that a need is an isolated event, and isnt tangled up in systems issues that created it to begin with.
We forget that there are relationships, and people, and initiatives, and rules, and history that keep the buyers system their culture and environment if you will in place daily, and a need is only one element amongst many that are part of a system. Think about an iceberg with a problem: it cant be resolved until the whole thing gets re-examined, and the base and tip are both willing to shift.
By focusing on need, rather than truly serving a buyer by facilitating their decision making as they try to attain excellence AND ensure an intact system, we are vastly delaying sales cycles, and losing at least half of our sales.
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