Your Solution Is Not Why Buyers Buy

By Sharon Drew Morgen

Buyers buy because they want to resolve a business issue. They have already created a work-around for the need, so the Identified Problem is not an emergency it was working well-enough until now and if it were a true emergency they would have resolved the problem already.

It is only when the buyers environment is unwilling to continue doing what its doing, and all of the elements that touch the Identified Problem agree to some sort of change, that buyers will consider making a change, and making a purchase.

They dont buy because they have a need, or because you are a great sales person or because you have a great product. Otherwise youd be closing a lot more sales, instead of sitting and hoping that a sale will close.
The time it takes buyers to come up with their own answers is the length of the sales cycle. Lets help them make decisions based on their own unique internal elements not just gather need information and place product.

Would you rather sell? Or have someone buy? They are two different activities.

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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• sharon drew morgen
• product
• sell
• placement
• need
• resolve