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Why canít a buyer make quicker buying decisions?

"Why do we treat a purchasing decision as if it were an isolated event, and forget that there is an entire system that holds the status quo in place, and would have to be re-organized efficiently before being ready to make a change?" - Sharon Drew Morgen

Sharon Drew Morgen's latest blog post titled, "Why canít a buyer make quicker buying decisions?" provides a real life example of a system holding the status quo in place. Check it out if you can and come back to this thread and post your thoughts on the topic. - by Jeff Blackwell
I would have liked to have seen a better example than the penny ante decision Sharon Drew gave. Certainly one drawn from a real life situation with her on the selling end and where buying decisions and internal systems have to be managed.

Instead I found myself wading through no less than six (count them) references to the money she makes and several public disses of a particular computer manufacturer who apparently had made her grumpy. Pure coincidence that one of that company's major competitors (IBM) has been her client.

I would like to hire her accountant, however, because I always was told that equipment expenditures were written off over a period of years as depreciation which would make that internal system issue relatively trite as an example for us to ponder.

I just today received my copy of SD's new book. She gets a lot of promotion on this site and I hope she will be eternally grateful to Jeff who in my opinion has done more for the cause of sales education than any ten sales gurus combined.

Can't wait to read the book and express my views, good, bad or indifferent. If I do a better job selling myself on her stuff than she has done selling me on her stuff, I will share with everybody the internal system issues I had to "buy into" for that to happen. - by Ace Coldiron
I have read Sharon's books and seen her videos. I think that some of her concepts have merit, but they are basic. She simply repackages and presents what most of us already know. However, what she excels at is telling you about an idea, without ever telling you the idea. - by Harold
I have read Sharon's books and seen her videos. I think that some of her concepts have merit, but they are basic. She simply repackages and presents what most of us already know. However, what she excels at is telling you about an idea, without ever telling you the idea.
;bg "what she excels at is telling you about an idea, without ever telling you the idea" - by rattus58
I agree with Ace on the blog.

I can say with confidence the majority of my clients do nto spend due to having too much money and needing to spend the money.

I do agree that we are required to discover the motive behind a buying decision. What is it that drives them to own at this time and why would they buy. - by rich34232
"Think about the last purchase you made. What criteria did you use to make the purchase? Choose the product and/or vendor? Choose the time of purchase"?

( motive for buying) "And, the biggest reason of all for which I need no rationale, I need to spend some money for my end-of-year, or pay Uncle Sam, and I’d rather pay myself".

" I wouldn’t have bought one if not for my accountant".

I had so one say that I was way off base with my reply. These are quotes from the article.

This is why she is in buying mood and how she felt about the impending change.
- by rich34232
Rich, Sharon Drew states: "Before buyers can buy, they have to figure out how to manage their internal, behind-the-scenes systems issues, and make sure any purchase/change fits into the system without major disruption."

She does not give an example of successful management of those issues. I'm still not sure if she tried to manage them. But in any event, disruption followed and she shared her poor experience on the blog.

I would much rather see an example of successful management of those behind-the-scene issues, particularly from one who describes the necessity.

Perhaps the Mac salesperson was supposed to take the lead on that and show her how to manage those issues, but the purchase was made without that happening. - by Ace Coldiron
I agree that I would have loved to see an example.
The question is;Why can't a buyer make quciker decisions?

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