Recently, I’ve been bombarded with negative, mean attacks by one specific ‘fan’ we’ll call A who is on one of my social networking sites. He began relating by being very sexual in his comments to me – quite embarrassing on so many levels: on my Facebook wall that was public…

Learn some of the skills of Buying Facilitation® without changing too much of what you’re already…

Do you use the telephone only to make appointments? Do you spend a lot of time traveling for ‘face visits’ and even then don’t close all of those you visit? Do you get the right members of the Buying Decision Team into the room on the first visit?
Join me and Lorman Education Services for an [...]

For decades, folks who discovered Buying Facilitation™ were delighted. Finally, these visionaries said, a way to help those behind-the-scenes decisions get made in our favor instead of just sitting and waiting for buyers to come back and buy! One man, a VP of Sales at Merrill Lynch, shouted, “I KNEW IT I KNEW IT! I KNEW SOMETHING [...]

Sales has been around a long time. Originally a model to persuade and convince others to make a purchase, the sales model has been shifting a bit through time. First we had the serpent who convinced Eve to eat the apple, and promise not tell God. Through history we’ve had the money lenders and the [...]

I was recently interviewed by Bob Thompson of Customer Think. It was a thoughtful interview, but then again, Bob is quite a thoughtful person. His integrity and care about the customer-focused business environment is quite obvious.  His site – Customer Think - offers very interesting articles and blogs that cover the thought leadership around customers and sellers. [...]