Sales Is A Failed Model

By Sharon Drew Morgen - Since the inception of the profession, sales has focused on placing product. Sure, we work hard to understand the buyer, and gather good data to ensure that our product fits within the need, but if that was all that was necessary, wed close a lot more sales. The dirty little secret that weve never known before, is that buyers live in idiosyncratic systems that create and maintain their status quo, and fight to resist any change. That means that before buyers make a purchasing decision, they must recognize each person, initiative, rule, and historic event that has maintained the situation, and keeps it in place daily.

Weve actually ignored the largest portion of the buyers buying cycle. Sales does not teach the buyers how to traverse the route of the internal decisions everyone has to make to help them buy-in to change. And unfortunately, we cannot do that as outsiders they must to it themselves. But we can act as neutral navigators and lead buyers down the route of their decisions and enable them to assemble all decision factors. Until they know how to achieve buy-in, they will do nothing.

Video produced by CanDoGo, www.candogo.com. Sharon Drew Morgen is one of the exclusive experts for CanDoGo, a company that delivers concise advice for sales, leadership, personal development, and motivation over the Web.

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People & Blogs

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• sales
• model
• buying
• sharon drew morgen
• status quo
• initative