A colleague recently said he was waiting for a deal to close. How did he know it would close? I asked. \u201cBecause someone contacted me, and we\u2019ve had several discussions. In our last chat we discussed price.\u201d<\/p>\n
SDM: What percentage of the buying decision team does your prospect represent?
\nA: There are only 4 people on the team, so 25 per cent.<\/p>\n
SDM: Any influencers?
\nA: I have no idea.<\/p>\n
SDM: Where is he along his buy path? Stage 3 where one person does preliminary research? Stage 8 where decision team members choose between an external resource or an internal workaround? Or Stage 11 when they are choosing best solutions?
\nA: No idea.<\/p>\n
SDM: What did your conversations consist of?
\nA: Explanations about our services and how they could alleviate the problem. I gave him some pitches after understanding their needs.<\/p>\n
SDM: Are they still considering a workaround and contacted you to merely compare your information to their other research on workarounds vs. purchase?
\nA: No idea.<\/p>\n
SDM: Did you help him figure out how to manage any people or policy fallout they\u2019d suffer when purchasing an external solution?
\nA: No. But I explained to them why my solution would be best. I suppose there\u2019s some change management they\u2019ll have to do, but they always figure it out.<\/p>\n
And, to date, no closed sale.<\/p>\n
My colleague assumes he will sell because the prospect called him <\/i>with a \u2018need\u2019 (No, he called for information.) and they spoke several times (Just gathering information to compare options, bring data to meetings, etc). Indeed, unless the buyers hear from everyone who touches a solution, get consensus, compare a workaround against a purchase, and make sure any change issues are handled, they can\u2019t buy. My friend discussed his solution too soon and was out of control.<\/p>\n
The sales model handles solution placement \u2013 the very last thing buyers do. Using Buying Facilitation\u00ae before selling will either eliminate or create a prospect. And you\u2019ll know when\/who you will close.<\/p>\n
Call me to teach you Buying Facilitation\u00ae \u00a0\u00a0to add to what you are already doing successfully. It\u2019s not a sales model but a decision facilitation skill set, and it works with any size solution. Sharondrew@sharondrewmorgen.com<\/a> or www.buyingfacilitation.com<\/a><\/strong><\/p>\n","protected":false},"excerpt":{"rendered":" A colleague recently said he was waiting for a deal to close. How did he know it would close? I asked. \u201cBecause someone contacted me, and we\u2019ve had several discussions. In our last chat we discussed price.\u201d SDM: What percentage of the buying decision team does your prospect represent? A: There are only 4 people […]<\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_exactmetrics_skip_tracking":false,"_exactmetrics_sitenote_active":false,"_exactmetrics_sitenote_note":"","_exactmetrics_sitenote_category":0,"footnotes":""},"categories":[20,25],"tags":[],"yoast_head":"\n