way to an outsider.). We do not choose to do something that goes against our values, so all behavior is a rendition of our beliefs in action, even thought it might be unconscious. When we create data-driven vehicles for marketing and sales, we have no idea if the mode,the message, the presentation, or the actual verbiage, go against someone’s internalcriteria. As a result, we have no idea how our message will be received. That means, we’reeither lucky or we’re unlucky. Bad odds: with the best solution in the world, we aredependent on luck for our results. Not to mention that we are missing opportunities toconnect with, and serve, another person.
THERE IS A WAY TO INFLUENCE WITH INTEGRITY
But there is a way to help buyers discover how to make the decisions and manage thechange (and every purchase – indeed every decision – is a change management issue) by using their own values.It’s possible to help buyers:1. assemble the appropriate Buying Decision Team members.2. define the criteria they must ultimately meet.3. explore every opportunity to resolve their issues with familiar resources (like current vendors or by fixing current.4. get necessary buy-in from whoever, whatever touches the final solution.5. operate with the new solution without facing major disruption.Buyers need to accomplish all of these things anyway, with us or without us. Sellers sit and wait while they do them. We can continue to wait to make a sale, or become a true ServantLeader and lead our buyers through these decision points. It’s not sales – it’s changemanagement – but it will afford an opportunity to serve, and buyers will fold the seller in tothe decision, with no objections.I’ve developed a new type of question (Facilitative Question) to help people uncover theirunconscious criteria to make new decisions, or re-weight old beliefs. It works alongsidemy Buying Facilitation™ modelas a decision facilitation tool to manage change. Questions like:
How would you know when it was time to add a new skill set to the onesyou’re already using successfully? What would you need to trust to recognize that by facilitating buyingdecisions and entering the buying journey earlier that you can close moredeals and make more money? How would you know that adding a change management skill set would begood for business, and enable a true collaboration of trust and respect?