Let me say something you’re not going to like: If a buyer truly needed your solution they would have either bought it already or resolved their problem already.
David Sandler called the buyer’s need ‘Pain.’ But think about it: If you broke your arm, would you wait weeks/months/years to get it fixed? Of course not. So [...]

Where do our prospects go when they say, “I’ll call you back?” Most of us guess, but really, we don’t know where they go.
Where they go, in fact, is to get ahold of their colleagues and figure out how to get agreement for whatever outcomes the new solution will cause within the  buyer’s environment. We rarely [...]

You all know that my passion is helping people make decisions. I have put my decision facilitation model into sales, but it’s equally at home in any situation in which one person is helping another person decide.
Enter Expert Choice. Expert Choice is a decision facilitation software tool. They offer teams of decision makers “rapid convergence of [...]

I’m just putting the final touches on my new book which involves writing the text for the back cover, doing final proofs, chasing friends for testimonials. Although I write something every day, and have written hundreds of articles, many books, hundreds of blog posts, it’s not the same as a book. A book has some heft [...]

Until or unless buyers know how to manage the tangles of people and policies that hold their Identified Problem in place, they will not make a purchase no matter how urgent their need or how appropriate your solution.
Because sales unwittingly focuses on the very last stages of the buyer’s buying decision, sellers are trained to listen carefully [...]

I got a call today from my good friend Jeff Blackwell, the smart guy behind the SalesPractice.com sales training site. Jeff has been a buddy of mine since years ago, when we connected around adding some of my thinking to his site.
To be fair, Jeff is one of the few folks in the sales field [...]