Buyers have two identifiable responsibilities:

• maneuver through their internal, behind-the-scenes buy-in issues to ensure a trouble-free change process, and
• choose a solution that will address their stakeholder’s criteria for systems excellence while maintaining the integrity of the system.

Sales addresses one of these jobs, but not the other. In fact, we’ve never been taught the skills to help with the off-line issues buyers address: as per the explanations and skills offered in my new book Dirty Little Secrets, helping buyers maneuver through their off-line buy-in issues requires a wholly different skill set.

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I gave you 3 ’secrets’ from the Conclusion of my new book Dirty Little Secrets: why buyers can’t buy and sellers can’t sell and what you can do about it.

An answers for those of you who have asked how this book differs from some of my other books, and then I’ll give you 3 more ’secrets.’

This book is very very different from Sales on the Line, Selling with Integrity and Buying Facilitation®. While those books talk about the buying decision process as being separate from the sales process and introduce some new skills, none of my previous books delve into exactly, EXACTLY what happens behind the scenes. I have thoroughly explained

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Just to whet your appetite, here are three of the  ’dirty little secrets’ from my the Conclusion of my new book. Enjoy.

2. Buyers will make no purchasing decisions until they get buy-in from the components (people, policies, initiatives, groups) that are in any way connected to, or adjacent to, their

Because we invariably meet our prospects before they have gone through their change activities and our sales cycle is longer than necessary, we enter at the wrong time, with the wrong focus, and get bad results.

Now we can be a support person at both ends of the buying decision: First, as a decision facilitator; next, as a solution provider.We will be able to help them recognize and manage their decision elements and be put on their Buying Decision Teams early on.

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