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Apr. 22, 2010

Video: Why Sales Fail

Sharon Drew Morgen

Video: Why Sales Fail

comment count 0 comments | 318 reads
Posted by Sharon Drew Morgen on Apr 22, 2010

Transcript:

You are a good sales person. You recognize a need, know how to position your product, and relate with the buyer with great care and respect. So whats going wrong? Why do you only close less than 10% of your prospects?

Its not you, and its not your product. The sales model is broken. It only manages the product placement end of the buying decision cycle. To close more sales, first focus on leading buyers through their mysterious internal issues the people, the policies, the current vendors, the initiatives all of those things that we can never understand and certainly know nothing about, that maintain their status quo. Until or unless the elements that in any way touch an Identified Problem have bought in to any change, or bringing in a new solution, no purchasing decision will get made.

Break the sales cycle into two distinct skill sets: first, help the buyer navigate their buying environment. Once they have achieved buy-in, you can then place your product.

Video produced by CanDoGo. Sharon Drew Morgen is one of the exclusive experts for CanDoGo, a company that delivers concise advice for sales, leadership, personal development, and motivation over the Web.

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Republished with author's permission from original post by Sharon Drew Morgen .

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Sharon Drew Morgen
Sharon Drew Morgen is the visionary and thought leader behind Buying Facilitation® the new sales paradigm that focuses on helping buyers manage their buying decision. She is the author of the NYTimes Business Bestseller Selling with Integrity as well as 5 other books and hundreds of articles that explain different aspects of the decision facilitation model that teaches buyers how to buy.
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