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BUY IN: how to procure compliance, and why it seems difficult
Monday, 10 Sep, 2018 – 10:09 | 4 Comments
BUY IN: how to procure compliance, and why it seems difficult

Have you ever attempted to implement a procedure with a group, or move toward some sort of change that everyone approved of, or get a prospect, client,

Buying Patterns: what are they, and how to influence them
Monday, 14 Oct, 2019 – 10:50 | No Comment
Buying Patterns: what are they, and how to influence them

I coined the term Buying Patterns decades ago to explain the route people take to becoming buyers: Buying Patterns: the sequence of 13 steps people take between discovering a

Sell to Prospects who CAN/WILL Buy
Monday, 12 Aug, 2019 – 6:00 | 13 Comments
Sell to Prospects who CAN/WILL Buy

Your solution is great. You know the narrative of the type of buyers who buy. You’re writing appropriate

Don’t You Realize Selling Doesn’t Cause Buying?
Monday, 5 Aug, 2019 – 8:50 | 2 Comments
Don’t You Realize Selling Doesn’t Cause Buying?

Until relatively recently, the United States Post Office (USPO) was a universal communication hub.

The Real “Buyer’s Journey” or, the reason selling doesn’t cause buying
Monday, 17 Jun, 2019 – 10:50 | 12 Comments
The Real “Buyer’s Journey” or, the reason selling doesn’t cause buying

I moved to London in 1983 to start up a tech company after spending

Recognize Buyers on the First Call
Monday, 13 May, 2019 – 10:50 | One Comment
Recognize Buyers on the First Call

A participant at one of my onsite Buying Facilitation® trainings took me to his desk where he