Knowing how buyers buy is a bit specious: 1. until the end of the decision making/purchasing cycle, there is no way for a buyer to know all of the internal, unique, and often unconsiouc issues they’ll need to ultimately address en route to making a purchasing choice; 2. even if the seller would know every single thing that had to be managed privately by the prospect (which of course is impossible), there is no way the buyer would allow an outside person to influence the internal, private, relationships, rules, history, old vendor issues, meetings, etc. etc.

Your blog post is great for managing the final decisions buyers must make re their solution choices, but does not manage the off-line stuff that is a precursor to ‘sales’ and where sales folks lose prospects. For those interested, I have developed a decision navigation model that would offer an additional skill set that sellers can use to help buyer’s navigate through their choices, much like a GPS system is independent of the trip details, but concerned with the journey.
sd