The industry standard says that 80% of our prospects will buy a similar solution as ours within 2 years of us speaking with them. That means: they've got the need,Cheap Sideline Black United Jerseys, but don't know how to get their ducks in a row to buy. And we didn't know how to help them figure out how to do it sooner. In my humble opinion without helping buyers manage their change - Indeed, if all of that needs assessment and relationship building and getting-past-the-gatekeeper stuff worked, we'd be closing a lot more sales. And buyers would be getting their needs met much faster: the time it takes them to figure out how to manage the backend change is the length of the sales cycle. OUR BUYERS WILL BUY EVENTUALLY - BUT NOT FROM US The sales model is designed to place solutions: sellers are trained to understand need, and place a solution accordingly. Arguably, the buyer gets what they need and the seller makes a commission: win/win. But is a win/win? we are not in integrity with our buyers, but merely serving our product sale. What, exactly, is selling with integrity? Is it about creating great solutions that make a difference in companies and lives? Or respecting and serving our prospects and clients and employees? So by not helping manage the change and the behind-the-scenes decision path - very different from solution-focused/choice activities - we are actually harming buyers: with no help, it takes them longer than necessary to determine the folks to include in defining a solution, or figure out how to manage the change so there is no disruption, or how to get the necessary buy-in,cheap Super Bowl Jerseys, to purchase our solution. SOLUTIONS VS. CHANGE MANAGEMENT Ultimately, using the sales process without buying facilitation (which manages the change management end of the buying decision journey), sellers end up closing only those buyers who show up with all of their ducks in a row (about 7%) - the low hanging fruit. Buyers don't want to buy. They want to resolve a business problem. If they must make a purchase, they must make sure there is appropriate buy-in from the people and rules and and and... In my map of the world, the above ends up as a net loss. Here's why: because the sales model merely enters at the solution placement end of the buying decision path, it avoids and ignores the entire path buyers must traverse to enlist the right people, manage the change, and ensure system stability as they attempt to discover their best solution options. Therefore,Chad Pennington dolphin Jersey, sellers just come in at the end (or come in far too early with this data at the beginning) to offer a solution, and do not have the skill set to facilitate the back-end change management journey, leaving buyers floundering, trying to get the right people on board, and get the right agreements. Net net, it obviously harms us also by elongating the sales cycle...not to mention we can't close those prospects who can't figure it all out. getting the right folks onto the Buying Decision Team, finding and listening to the voices of those who will ultimately touch the new solution, making sure the old and new meld - Here is the question: are you willing to go outside of your sales thinking, and start considering helping buyers manage their behind-the-scenes, non-solution-related change management issues? It's the buying facilitation process, of course, and not sales. But between the two models, we can truly sell with integrity. I'd like to talk about what that means for me...and admittedly, I'm a hammer looking for a nail. So excuse my rant, but rant I will. Sellers tend to think in terms of placing a solution. Buyers think of avoiding chaos. We forget that 90% of the decision issues buyers must address before they get to the solution choice stage is based on creating an environment that will accept and adopt a new solution. The last thing they consider is making a purchase. The author introduces： 24H JERSEYS is a privately owned sports goods company with a history of nearly 4 years.We have the professional factory behind us manufacturing all sports jerseys.Click here Read More