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Turning A 'No' Into A 'Yes'
I recently experienced a very clear example of Buying Facilitation®, when i used it to turn a failed buying situation into a purchase. I tell a shortened version of this story in my new book, Dirty Little Secrets; it bears repeating during this economic confusion when buyers are having difficulty getting to ‘yes’. I was at a client site running a Buying Facilitation® training. A part of the training includes real-time calls to clients prospects. In this situation, my client had requested that the team listen to me on a call first, so they could hear what BF actually sounded like real-time. They set up a phone meeting between me and a prospect who had called recently to say “Sorry. We won’t be purchasing your product,” after one year of 3 sales visits and 3 product trials.
Winning Sales by Understanding Your Sales Process -
Your Present Selling System. If you’re in a business that is more than a few years old, it is a certainty that someone within that business has developed a system – or a habit - of selling that works for your market – if only in part. If that system is not the best it could be, then your sales are less than they could be. It’s really that simple! Does it stand to reason then that, if you understood the system you have evolved to sell your product (we’ll use “product” to include services), you may be able to use that understanding to improve or optimise your system – and increase your sales thereby?

Prospects Aren't Really Prospects
Sales has a goal: find a prospect with a need and sell a solution. You can call it anything you want, use all of the fancy terms about serving your client, be a Trusted Advisor or a Relationship Manager, do whatever you can to understand need and make nice. But at the end of the day, your job as a seller is to place your solution. Unfortunately, we do it the long, hard way: we assume - and this is a baseline assumption in the sales industry - that when we notice a ‘need' that our solution can fulfill, we have a prospect. Yet we consistently close 7% of our ‘prospects.' Obviously our assumption that a prospect with a need which our solution can resolve is a specious assumption.
The Secret of Winning Sales Presentations - Turning Listeners Into Buyers
This is the crux of it: whether your potential buyers build trucks, sell medical equipment or distill beer, as individuals sitting in your audience, their personal point of view is predictable. That's a valuable fact--because it means you can target your presentation perfectly. Indeed, when you can predict what your audience is thinking, you are on your way to a win. This article explains how to turn listeners into buyers.
Best Action Commitment
Sales reps must strive for the best action commitment from their potential buyers when developing a sale. Agreeing to commitment requests from a sales rep proves a buyer’s engagement in the sales process. Agreeing to the rep’s best action commitment demonstrates engagement at an even higher level, potentially reducing the number of steps required to close in the multi-step sales process.
What’s the buyer’s responsibility?
I was going to call one of my books “I’d close more sales if it weren’t for the buyer” thinking that people would laugh at the silliness. But when I got an immediate standing ovation from 600 people when I said this, I realized that sales people believed it, ridiculous though it is. It’s like saying I’d have had a better birth if it weren’t for my mother.
A Better Approach with Purchasing Departments
A positive attitude is the foundation for profitable long-term relationship with the purchasing department...Make the attitude adjustments that make a difference.

Why Buyers Don't Like Salespeople
Most salespeople bring to their buyers only information. At the end of the day, you as a salesperson must ask yourself, "Am I merely a conduit of information?" If you are, then you're wasting your time, your company's time, and your customer's time.

Why Buyers Love to Delay Buying
Understanding why the buyer does need to buy from you and how what you’re selling will allow them to achieve their needs and objectives… will strengthen your own resolve and confidence… to wholeheartedly believe in your product, your price and your potential to help the customer achieve their goals.

Selling Your Business in Today's Economy
Have you decided to retire or move on to something else? Today's economy makes it tough to sell a business outright (banks just aren't lending). Still, there are ways that you can sell your business and reap the rewards you've so justly earned.
Do You Really Understand How Your Buyers Buy?
For decades, salespeople scrunched their faces when I mentioned "how buyers buy". I heard comments like: "I know what they need." or "I understand exactly how they buy: price, price, price." But sellers only close 7% of their prospects (and far, far less if using marketing automation).
Common Pitfalls in Buying a Business – Inadequate Due Diligence ©
This is the fourth article in a series focusing on the mistakes commonly made by purchasers of businesses. This article will note mistakes buyers often make in their "due diligence."
How to Put More Prospects in a Buying Mood
A reader shared with me recently that her email prospecting campaign was attracting attention and responses, but most of her prospects weren’t interested in buying right now. So it’s her job to create immediate interest.
Seven Things You Can Do Today to Make It Easier to Get in the Door and Sell
In sales, not all doors are easy to open. Some require a bit of forethought and some even require a bit of courage to enter.

Consultative Selling is Classic and Classy
When you want to truly serve your buyer yet optimize your opportunity to make the sale, Consultative Selling may be the right approach for you. Review this article to decide for yourself if your selling priorities align with those of this timeless and effective sales system.
Consultative Selling Fills an Important Gap for Buyers
Choosing the optimal selling system is highly dependent on the nature of your buyer. Read this Consultative Selling article to understand the gap that buyers need you to fill.

Sales Training London: Don't Lose the Sale Once Youve Closed The Deal
Have you ever THOUGHT you had closed the sale, only to have your prospect back out a few days later? There's nothing worse than closing a big sale with a signed contract, only to have this new client call a few days later and cancel the order. If it happens to me, I know that I did not do my job right - I didn't post-sell the sale. What does your "post-sell" step look like?
Salesmanship and Empathy
Increase sales production by tuning in to your prospect's point of view.
Stop sabotaging your sales success
Sometimes we miss out on the sale because we are our own worst enemy; we do not realize that all we need to do to succeed is get out of our own way! Here are three things you can focus on to improve your sales results.

Common Pitfalls in Buying a Business – Structure of the Deal ©
This is the third article in a series of articles that focus on the mistakes commonly made by purchasers. It will summarize the advantages and disadvantages of buying specific assets versus buying the seller's stock.
Covering All Bases in a Sale
When you sell a business, make sure you get paid. This article is inspired by an actual case I handled where the client nearly lost a functioning business without being paid for it, and was only saved by prompt court action against the buyer. It contains points that not everyone knows.
Selling a Business
Once you have decided to sell your business, plan it well.
SELLING A BUSINESS: Legal Pitfalls
Consider how to structure the sale as early as possible, and take advice from your legal and tax advisers. If your business is run through a limited company, you will need to decide whether to sell the shares of the company or just the assets. A share sale tends to be more complicated since you are selling not only the assets, but the liabilities of the company too.

Everything About Buying A Website
If you have been looking online to buy a website, and haven't found one that is worth considering, then you need a better way to go about this process! First, you need to adjust your thinking. Keep in mind that a website for sale listing will only give you a snapshot of the business. These listings cannot outline everything about the website.

Common Pitfalls In Buying a Business - An Introduction
This is the first in a series of articles that will focus on the numerous mistakes that purchasers often make in buying a business. This fist article summarizes the mistakes and addresses the first one. Subsequent articles in the series will address the other common mistakes.
Buying or Selling A Business? Don't Be Ripped Off!
UPDATED FROM AN ARTICLE APPEARING IN THE BUSINESS QUARTERLY, RICHARD IVEY SCHOOL OF BUSINESS
Buyers Tricks
Buyers are really nice people. That is a broad statement but I truely believe that buyers are nice people after work, but during office hours they can be... well... difficult. Sometimes they will trick you into getting a better deal, watch out for these tricks. If you are a buyer, do not read this article. :-)

Other buyer Related Articles

Business Due Diligence Process
Buyer Due Diligence (DD) on a business (going concern) acquisition is the process of verifying that a prospective buyer is purchasing what he THINKS he is purchasing, and that the information he has been provided thus far by brokers and sellers is accurate within a reasonable degree of tolerance to the buyer. The process and timing are critical to both buyer and seller for a successful transaction to occur with limited disruption to the business.
How to handle the top 10 SME Sales Objections - Part I
A Sale is considered closed when the buyer and seller reach agreement on terms for the buyer to take ownership of a product or service. To get to this stage, the seller normally has to “close” the sale, by asking the buyer for their business. This is where the buyer raises “objections”. Objections generally fall into three main types. This article will explore the types of objection, how they arise and how to overcome and avoid them. Part II will then discuss the 10 most common objections, and how to handle them to close the sale. You must get the customer to reiterate the value that they are getting first and foremost.
Successfully sell your business...to the right buyer
If you plan on selling your business, it will help you to understand the different types of buyer. Each buyer who inquires will have their own unique reason to want to buy. Let’s find out what’s important to each type so you are better prepared.
Closing Challenges & The Buyer Engagement Process
Buyers are savvy. A buyer’s purchase process and tactics present a number of closing challenges for sales reps. Sales reps that understand buyer tactics and negotiation methods are in a better position to implement the buyer engagement process.
Solve the One Problem the Buyer Has, Not the Nine They Do Not
Executive Summary: The buyer is the focal point of the sales process. Sales reps need to evolve from traditional sales practices and place a greater emphasis on the buyer’s perspective. Having insight into what buyers expect will allow sales reps to customize the features and benefits of their product solution that directly impact a buyer’s situation.
What do I want to know when buying a business?
Before the seller of a business and a new buyer come together for the first time, there are a few things that should be considered. The buyer has a few steps to go through first: learning and understanding the buying process and understanding how much personal capital to invest. Following these and other steps ensures that the buyer is on the right track to owning their new business.

Real Estate Investor's Cost Effective Buyer’s List
To a new real estate investor, one of the first things you want to have is a buyer’s list. Not only a buyer’s list but a cash buyer’s list as well. That’s because when you do find houses for sale, you also want to be able to get rid of them for a profit unless your going to hold them and rent them out. This author goes into detail to building a low cost buyer's list.
Does it really matter WHO you sell your business too? Finding the RIGHT buyer!
How To Find The Right Buyer For Your Business! Many Business owners say "Pay me my price and I will sell to anyone" Really? After all the blood sweat and tears you put into your business to make it a success. Most Business owners want the buyer to be more than cash qualified. It is vitally important for you to find the RIGHT buyer not just the a buyer that has the cash. Many buyers have the cash... But not ALL buyers will buy actually buy. Infact out of 100 buyers there will only be 10 that are qualified to buy and only 1 that will actually come to the closing table with the money and needed resources.

3 Strategies to protect your investment when selling your business.
So how do you ensure that the buyer makes the right changes and not the ones that will harm the company? Here are three easy steps for you to guarantee that your business will be in good hands. 1. find a competent buyer 2. make sure the buyer has the right business knowledge and training 3. Covenants that protect your investment.

Why Your Sales Cycle is So Long (Hint: It’s Not About Your Solution)
Do you know why it takes so long for a buyer to buy? If the buyer knows they have a need, and they like you and your solution, shouldn’t it be easy?
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