For decades, I have been a proponent of, and keynoter in the field of,
Spirituality in the Workplace. There seem to be different names for it these
days: the heart of business, corporate social responsibility, conscious
capitalism, patient capitalism, bringing the heart to work. What it means,
underneath all of the words, is that we recognize that we have a
responsibility to care about each other, and the earth, and run our
businesses in a way that end up with a net plus — not just increased
profit.
What, exactly, are the skills we need to help make a difference, to help
people choose to do ‘the right thing’? I’m going to offer some new
thinking that’s in line with my biases.
WHAT SKILLS ARE THE DIFFERENCE THAT MAKE THE DIFFERENCE?
At the very least, we need to be able to influence/lead with integrity. What
does this mean? It means we don’t push change, or buying, o... (more)
You’ve done your homework. You’ve found the right buyers – prospects
with needs you can fulfill and can afford your solution. You’ve nurtured
them, contacted them, met with them, scored them, pitched them, networked
with them, sent them gifts. But only a small fraction buy.
Where do they go?
Industry lore believes that 80% of your prospects will purchase a solution
similar to yours within two years of your relationship with them – but not
from you (and they leave behind a trail of dead sales people in the
meantime). Why aren’t those 80% buying from you now?
WHEN DO BUYERS BUY – ... (more)
You’ve done your homework. You’ve found the right buyers – prospects
with needs you can fulfill and can afford your solution. You’ve nurtured
them, contacted them, met with them, scored them, pitched them, networked
with them, sent them gifts. But only a small fraction buy.
Where do they go?
Industry lore believes that 80% of your prospects will purchase a solution
similar to yours within two years of your relationship with them – but not
from you (and they leave behind a trail of dead sales people in the
meantime). Why aren’t those 80% buying from you now?
WHEN DO BUYERS BUY – ... (more)
You’ve done your homework. You’ve found the right buyers – prospects
with needs you can fulfill and can afford your solution. You’ve nurtured
them, contacted them, met with them, scored them, pitched them, networked
with them, sent them gifts. But only a small fraction buy.
Where do they go?
Industry lore believes that 80% of your prospects will purchase a solution
similar to yours within two years of your relationship with them – but not
from you (and they leave behind a trail of dead sales people in the
meantime). Why aren’t those 80% buying from you now?
WHEN DO BUYERS BUY – ... (more)
You’ve done your homework. You’ve found the right buyers – prospects
with needs you can fulfill and can afford your solution. You’ve nurtured
them, contacted them, met with them, scored them, pitched them, networked
with them, sent them gifts. But only a small fraction buy.
Where do they go?
Industry lore believes that 80% of your prospects will purchase a solution
similar to yours within two years of your relationship with them – but not
from you (and they leave behind a trail of dead sales people in the
meantime). Why aren’t those 80% buying from you now?
WHEN DO BUYERS BUY – ... (more)
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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