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DECISION MAKING: How, Exactly, Do We Decide? - Click To Read Article
Columbia University is just beginning scientific experiments on my theories of how decisions actually get made, and how, or if, decisions can be influenced. I contend that there is a specific process the brain uses to make decisions, and this can be influenced by sequentially directing the brain to different sub/unconscious criteria.
Marketing: New Ideas For A New Market - Click To Read Article
Now that we are all famous, what happens when we all have access and input to the same data? How do we find our target markets? And how does marketing change given our murky demographics?
I have answers, and I’ll begin by being a bit provocative: information doesn’t teach someone how to make a decision. Indeed, I believe that ‘information’ is useful only when people have already decided they are actively seeking a new solution. It’s certainly useless as a means to convince someone to do something they weren’t going to do, don’t believe in, don’t understand, or who have people and policy hurdles that created a status quo that needs collaborative decisions and systems change to move forward.
Face-To-Face Vs. Phone Sales: A Case Study - Click To Read Article
I recently was halfway around the world, meeting a new business partner, and found myself in the midst of a seller’s nightmare: I had to do an in-person prospecting call on one of the world’s largest banks, with an unfamiliar business partner, with no idea of the reason behind the cold call, or the people who would be there.
When I was picked up from the airport I was told of this meeting, and there was no one available to discuss anything with me until we were at the client site. Nightmare.
THE VENDOR PROBLEM: Managing Buy-in From The Outside - Click To Read Article
I don't know about what it's like for you as a vendor. But for me, it's become a hard place to be.
This fact was brought home to me lately after spending the better part of a year working toward securing a contract for training a pilot in a large multinational, and needing to get a complex buying decision from different levels of managers who were being run ragged in their normal business lives.
PITCHING TOO SOON: how I got it wrong - Click To Read Article
I recently received notices of multiple purchases from the same man. On one form, he completed a questionnaire saying he was considering using some of the thinking within my Buying Facilitation Method® in a sales training program he was designing.
SITES AND TESTIMONIALS: Turning Referrals Into Business On The Net - Click To Read Article
We all gather referrals/recommendations/testimonials in the hopes that they will sway the opinion of others and help us get business.
But how do we know what a prospect needs to hear in order to decide in our favor? Why do we assume that if we have a ‘good’ referral, it will meet a prospect’s criteria to choose us? Indeed, how do we know what will help our buyers buy? And, for the sake of this essay, how do we get the right material onto our sites?
Selling In A Gloomy Economy - Click To Read Article
What is the difference between selling in a robust economy and selling in a failing economy? A lot. But not what you think.
* Your product is the same
* Your pitch/presentation is the same
* The buyer’s need is the same
What’s different is the decision making process the buyers need to go through. Do they have a problem that needs to be resolved now, and the economy has mitigated the types of solutions they seek? Do they have a problem that can be fixed with a partial, cheaper solution, or with internal resources that can be modified to create a solution? Do they wait until…. until they have some belief that their business won’t be at risk?
Why Sales Fail - Click To Read Article
Are your sales cycles longer than necessary?
Are you losing business to the competition when you shouldn’t be?
Are you having trouble differentiating yourself?
Are you getting price objections when your product is clearly superior?
If you face any of the above, it’s because you are using sales methods.
MONEY OBJECTIONS: IT'S NEVER ABOUT THE MONEY - Click To Read Article
After having several conversations with a new prospect and his team, we all decided to move forward and get them trained in Buying Facilitation. As per our agreement, I wrote up a contract and sent it out to “Joe”. Then I got an email from him saying he needed to put the program on hold for six months at least, so that his new hires could prove their value and start earning money.
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Are your sales where you want them to be? Will you be one of the few who achieves sales success or one of the many who have failed to change? So what are you doing to change those results? Let’s be honest, with companies moving globally and at lightening speeds, the traditional business solutions are outdated and dead. My approach moves your business out of its comfort zone and secures your competitive advantage now. If you are seeking to increase sales, build customer loyalty, create a culture of great attitudes or just achieve some sleep filled nights, then we should talk because my clients have experienced exactly those types of results. Learn more about customer loyalty at http://www.processspecialist.com/customer-loyalty.htm Give me a call at 219.759.5601 for a free strategy session. P.S. If you are seeking a motivational speaker, sales trainer or small business expert that will leave your audience smiling and remembering, please feel free to contact me at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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Sharon Drew Morgen
(Visit Sharon Drew's Website)
Sharon Drew Morgen is a pioneer and
thought leader, the bestselling author of
NYTimes Business Bestsellers Selling with
Integrity , Sales on the Line, and Buying
Facilitation, the new way to sell that
expands and influences decisions as well
as 2 other books and 800 articles on her
original collaborative decision-support
model Buying Facilitation. As the
architect of a wholly original sales
model, Sharon Drew has provoked, inspired,
and motivated thousands of sales
professionals world-wide. With a history
as a million-dollar producer and 30 years
in sales, an entrepreneur of a successful
start-up, and a sales consultant in many
Fortune 100 companies, she brings field
knowledge as well as innovation to her
audiences.
Based on supporting the buyer's internal
(management) decisions, Sharon Drew is a
trainer, consultant, keynote speaker, and
designer of patents that help site
visitors and sellers make the decisions
necessary for success. Her model has been
trained worldwide, in global corporations
such as Coors, Wachovia, Intuit, KPMG,
IBM, and retail corporations such as
Clinique.
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Complete
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