By Sharon Drew Morgen
Usually don’t shut all the revenues they need to shut. Why? The revenues version itself fails to handle the off-line concerns purchasers needs to deal with prior to creating a deciding to buy choice. soiled Little secrets and techniques takes the reader behind the curtain to appreciate how purchasers purchase, and gives instruments to aid them. soiled Little secrets and techniques exposes the issues with revenues that experience led to over ninety% failure charges, and provides front-end determination facilitation instruments to mitigate the disasters. before, revenues books have desirous about assisting purchasers in the course of the solution-placement finish of the deciding to buy choice. No different ebook takes the vendor throughout the behind-the-scenes concerns that customers needs to deal with sooner than they get buy-in for an answer. this isn't a revenues publication, yet a worldly exam of platforms, swap, and choice making to assist shut extra, locate extra customers, and tremendously reduce the revenues cycle. This booklet is key for any critical pupil of revenues. do you need to promote? Or have an individual purchase?
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Additional info for Dirty Little Secrets: Why buyers can't buy and sellers can't sell and what you can do about it
But then Jerry canceled two conference calls with me and sent a note to Dave asking for the program price. That was a major red flag: He wanted a price on something he didn’t have a value for. Because I have a rule to never mention price until people have made a buying decision (people need conscious buying criteria to evaluate price) price hadn’t been mentioned once during the year Dave and I had been collaborating. Reluctantly, I gave them a price for the pilot program. You know the rest: Dave was fine with the price.
They treated my need as if it were an isolated event that could be resolved by understanding it and then offering the best solution. If they had been able to help me figure out how to resolve my crazy internal issues that were twisted around my Identified Problem (the tangle of needs and pain and deficiencies), I could have made a buying decision more quickly. WHAT SALES NEVER TAUGHT ME Sales never taught me that a buyer lives in a system—a unique company culture (or family culture) filled with politics and rules and relationships and hopes and dreams and history—that needs to buy in to change before anything gets fixed or added.
Dave had several meetings with him, but had no Relationship Capital built up because of their new relationship. Dave negotiated, still not eliciting Jerry’s buy-in criteria. Unfortunately, he had to leave on holiday during the negotiations. By the time Dave returned, it was dead in the water. That was it. End. Finish. Kaput. I got a brief, mournful, email from Dave saying “Sorry”. He actually quit the company as a result. And I lost a multimillion dollar deal. It was my own fault: I should have insisted that I meet with the manager to walk him through his decision criteria.
Dirty Little Secrets: Why buyers can't buy and sellers can't sell and what you can do about it by Sharon Drew Morgen