I recently went through a stressful move – but of course all moves are stressful. Given I had to continue running my business, travel for work engagements, and help with my son’s wedding (thankfully my …

Sales is not about assessing needs or solving a problem: it must be about managing the system that created the Identified Problem to begin with – and only the group that created that Problem can resolve it.

We all (including ‘buyers’) live within systems that are self-sustaining.
When an Identified Problem occurs that might require a resolution (and buyers seek resolutions to business problems, NOT a new product purchase!), the entire system that …

I’ve had several instances today in which people whom I’ve paid to give me a product or service didn’t contact me to tell me something I needed to know, and it cost me money. When …

What does ‘I Don’t Know’ really mean?
When someone really doesn’t know, the entire question asked of them sounds like fuzz. Their response is ‘HUH? WHA?’
When they say ‘I Don’t Know’ that is merely a piece …

Where do you think your prospects go after you’ve done your info gathering, made your pitch, and set up a lovely relationship?
What makes you think that solving the problem with a new product is their …