In Sharon Drew Morgen's blog today was a post titled, "
When Does A Buyer Buy?" In that blog post Sharon Drew wrote,
Quote:
... Think about any extra weight you might have, or your inability to stop smoking, or your reluctance to work out as much as you know you should, or eat healthier. You’ve been talking about managing those issues for…for how long?? SOOO why aren’t you? You have the need, right? You have the “pain,” right? What’s the deal?
You will change – just like your buyer – when the system you live in (your work hours, your family issues, your identity and ego issues) is willing to be or do something different. Having a great gym near-by, having great clothes a size smaller, having a doc tell you you must shape up – none of those things are enough to get you to change (or you would have).
Unfortunately, sales only manages the need/solution part of a buyer’s buying decision, and has no tool kit to help the buyer recognize and manage the off-line, behind-the-scenes issues that must be addressed before the system is willing to make a change. Is the other department ready to bring in a new X? What about the old vendor? How will the team know how to choose between resolving This problem or That?
Sales doesn’t manage those issues. But decision facilitation does...
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If you get the chance, read Sharon Drew's post and then come back and share your thoughts on what you believe she is saying and whether or not you believe that sales doesn't manage those issues. Thanks!
rattus58