As sales professionals, I’m sure you recognize that the sales model is merely a solution placement model: it ignores the behind-the-scenes human issues that buyers must address and decide on prior to buying, leaving sales people outside the meat of the decisions during the largest portion of the buying decision path.
I realized the flaw in the model as [...]
-What is Buying Facilitation®?
-Sales Rules: How Can I Sell Better?
-Helping Buyers Decide
-Why Sales Fails
-About Sharon Drew
-Technology and Buying Facilitation®
-Sales and Marketing