Imagine if instead of believing that unexpected decisions are emotional, we assume they have a very specific reason, even if we don’t understand or agree. Then what? Is it just easier to believe the other person to be irrational?
Do you remember, back in the day, when docs said that women suffering from PMS were hysterical [...]

I know that a lot of you love to do presentations. When folks use Buying Facilitation™ their presentations are not focused on presenting solution data, but rather helping prospect maneuver through their behind-the-scenes issues they need to manage before being able to choose a solution – and THEN they present whatever matches the buying criteria they [...]

I self-published my latest book Dirty Little Secrets because I wanted to get the book out quickly. It was like a deamon in my heart – needing to come out and almost virulent in it’s ability to take over my soul.
Needless to say, when it came time to choose a way to put the book [...]

When you prepare to meet a prospect, how do you know who or what your competition is? How do you know how to position yourself strategically against them? Do you ‘wing it?’ Do you do research? Where do you get your research from? How do you know your research is adequate or accurate?
I’ve got the [...]

Buyers have two identifiable responsibilities:

maneuver through their internal, behind-the-scenes buy-in issues to ensure a trouble-free change process, and
choose a solution that will address their stakeholder’s criteria for systems excellence while maintaining the integrity of the [...]

I’ve had such a positive response from you about my new book that I’ve realized I now have to get creative. Well, more creative.
For the past 10 or so years, I have only run training programs in corporations, with no ability to help individuals learn the model. Now, so many of you are contacting me [...]