The Selling Cycle Does Not Exist

Yes, you heard me right. The Selling Cycle does not exist anymore. Forgive me for that dramatic statement, but it needed to be said. Those of us that have changed how we sell realize that everything we do now is anchored around how our customers buy from us. What I want to do here is create a space for you to wrap the linguistics and your thinking around how you might need to change how you allow your customers to buy from you. (Sell)

Welcome to the Buying Cycle. This is not new, we have know this for a while now. From our customer’s perspective … its always been this way. Our customers still need us, they still need our solutions, but they want to engage with us when its the right time for them and their business.

For years we have said, that people do not like being sold to, but they appreciate and like buying goods and services that they need to take care of their concerns. The big change is that the technology ego system we live in has developed to such an extent that they (Our collective customer base) can stay in control and access the information they need to solve their problems and they can collaborate with and educate each other. To the extent that they are spending 60% or more of their “Buying Cycle” doing their own research and talking to peers, colleagues and your competitors about the best ways they should go about addressing their needs.

Yes, you heard me right. The Selling Cycle does not exist anymore. Forgive me for that dramatic statement, but it needed to be said. Those of us that have changed how we sell realize that everything we do now is anchored around how our customers buy from us. What I want to do here is create a space for you to wrap the linguistics and your thinking around how you might need to change how you allow your customers to buy from you. (Sell)

Welcome to the Buying Cycle. This is not new, we have know this for a while now. From our customer’s perspective … its always been this way. Our customers still need us, they still need our solutions, but they want to engage with us when its the right time for them and their business.

For years we have said, that people do not like being sold to, but they appreciate and like buying goods and services that they need to take care of their concerns. The big change is that the technology ego system we live in has developed to such an extent that they (Our collective customer base) can stay in control and access the information they need to solve their problems and they can collaborate with and educate each other. To the extent that they are spending 60% or more of their “Buying Cycle” doing their own research and talking to peers, colleagues and your competitors about the best ways they should go about addressing their needs.

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