|
xionghh
|
Dec 24 2015, 03:52 AM
Post #1
|
|
- Posts:
- 392
- Group:
- Members
- Member
- #297
- Joined:
- Jul 24, 2015
|
How Sellers Can Take Control plus articles and information on Sales For centuries ? at least since the serpent convinced Eve to eat the apple ? sellers have assumed that getting the right information about a product into the right hands would offer a good chance of a sale. But if you look at the numbers over the years asics gel kinsei 5 dames kopen , the suess rate from prospecting to close has remained the same: in general, you close approximately 7% of your identified buyer population. One would think that with the latest technology and techniques, with what you've learned about buyers over the years, with everything from predictors to salesforce. to technology to new sales methods, the odds would change. But, if they change at all, the differential is minimal. You're still looking at a 90% failure rate, no matter what sales method, what predictive technology, what demographic study. What's the deal? Why is this happening? I have a theory (You knew I would, right?): sellers believe that by doing all the right things, the prospect will know how to buy. Let me say that a different way: the basic belief is that if you give the right people the right information at the right time, presented in just the right way, and you ask the right questions to learn just the right data about them and then pitch the product data aordingly, they will know how to buy. Right? Why have you believed that? Because you haven't known how to get into the secret world of buyers. Because you've based your sales strategies on product sale. Because you've determined that information exchange (pitching and presenting, gathering client data) gets prospects to buy. Because as a breed (and I'm one so I can say this), sellers are arrogant asics gel kinsei 5 heren , and assume we can somehow manipulate the situation in just the right way to close the deal (It's a power and control thing.). But it doesn't work, or you'd close all of the deals that you think you should close. And you don't. And there doesn't seem to be a parallel equation between how well you sell, how great your product is, how appropriate your buyer is, how much your buyer needs the product, how much money your buyer has ? and how soon they e back, if indeed they do. I train clients in many industries, from banking to technology, from consulting to cosmetics, from 8 figure deals with highly plex sales to $15 sales. It all ends up the same: the buyer buy only when they align their internal systems (beliefs, values, relationships issues, management issues, initiatives, historic events, etc.) to address the relevent decision elements, so there will be no internal disruption when they take an action. POWER AND CONTROL Folks learning Buying Facilitation recognize that facilitating buying decisions has a much shorter time cycle asics gel kayano 18 kopen , broader prospect reach, and greater suess factor than pushingpitchingpresenting product, by a factor of at least 200%. Yet I hear them say: 'But I'm used to being in control. If I'm going to help them make their own decision I'm out of control and I have to give the client too much power.' What power and control do sellers actually have? When you're using productinformation-based sales methods, you actually have control only over your product data; you have no control over the buyer's internal, hidden, buying decisions. When using product-based sales methods ? pitching, gathering problem-based data, designing 'solutions' you believe they need - you're merely guessing at all of the internal variables that need to be managed before a decision gets made: you don't live within the buyer's culture and truly have no idea how to effect change within it. That's right. I know you hate to hear this, but you are merely guessing. * Do you know how your product would fit into their problem space? Probably. * Do you know how your product would take care of the problem appropriately to give them what they say they wantneed? Probably. * Do you know how the buyer's historic system created and maintain the problem that your product solves? Probably not. * Do you know exactly how the buying decision will get made, or how the internal systems variables (people, interventions, policies, relationships) need to be managed so a decision can get made congruently, that will address all hidden, unique issues? Probably not. * Do you know how historic decisioning procedures help prejudice current decision behaviors? Probably not. * Do you know how relationships with current vendors or partners need to be managed so they will congruently bee part of the change? Probably not. Yet until these are all managed, buyers won't buy. In fact, when your selling patterns only deal with solving what appears to be the identified problem asics gt 2170 dames , you actually giving up power and control because the power in the sales relationship lies with the buyer. Sales, as it is now, is an inappropriate model to support the buying decision process. The decision is much bigger than choosing the right product. INFORMATION Let me give you an axiom: Information does not teach people how to make a decision. While you're shaking your head in agreement, note that information is exactly what you use to get a closed deal. And that is the exact problem with the sales process. Information is being pushed in or pulled out. All, ALL, current sales methods use information as the main focus. But if information doesn't teach people how to decide, then what does? And, if you don't give them product information, how will you sell your product? First of all, let me allay your fears. Buyers need product information, but they need it in Phase 2 of the sales cycle, when they've already determined how to manage, align, and address all internal elements that need to be managed before they can make a decision. Then they absolutely need information and then you can use some of your currFor .
|