Why aren't you closing as many sales as you think you should close? Hint: it has nothing to do with the seller, the
solution, or the buyer's need: the sales model only manages the solution-choice portion of the buying decision path and
ignores the behind-the-scenes issues buyers must address privately before they can buy. In fact, the sales model merely
addresses the last 10% of what buyers need to make a purchasing decision.
Buyers cannot buy until all of the right folks have bought into the need for change, and have figured out how to
bring in something new to their environment without causing disruption. In fact, 90% of the buying decision journey is
about change, change management, systems, and buy-in - none of which are addressed by the sales model.
"Dirty Little Secrets" explains the entire set of back-end change management activities buyers must handle before
they can purchase. By giving the reader an understanding of how buyers buy - the systems and change issues that
make-up the back-end of a purchasing decision - the reader learns each of the phases of how buyers decide at a
systems level - ie non-need related - and how they manage change to set the stage for a purchase.
By adding the Buying Facilitation® Method to the sales model, "Dirty Little Secrets" takes the seller
behind-the-scenes of a buying decision path and explains how to lead a prospect from an idea to a purchase. The book
offers a 360 degree case study to clarify all of the steps in the buying decision path.
For those interested specifically in The Buying Facilitation Method® (a decision navigation model used with sales to
facilitate the buyer's back-end, non-solution decision path and change management issues first) purchase "Buying Facilitation®: the new way to sell that influences and expands decisions."
For those wishing the tactical and the strategic, purchase the bundle and buy both Buying Facilitation® and Dirty
Little Secrets.
More Information about "Dirty Little Secrets"