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BUY IN: how to procure compliance, and why it seems difficult
Monday, 10 Sep, 2018 – 10:09 | 3 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,

The Real “Buyer’s Journey” or, the reason selling doesn’t cause buying
Monday, 17 Jun, 2019 – 10:50 | 10 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 | No Comment
Recognize Buyers on the First Call

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

What is Buying Facilitation®? What sales problem does it solve?
Monday, 22 Apr, 2019 – 10:50 | 19 Comments
What is Buying Facilitation®? What sales problem does it solve?

BIG IDEA: Buyers can’t buy until they’ve handled all of their internal

How, Why, and When Buyers Buy
Monday, 25 Mar, 2019 – 8:00 | No Comment
How, Why, and When Buyers Buy

I recently heard yet another excuse as to why a buyer didn’t buy. This one was a hoot

How To Help Buyers Shift Their Status Quo
Monday, 11 Mar, 2019 – 0:04 | 4 Comments
How To Help Buyers Shift Their Status Quo

I’ve recently heard sales folks complain that the status quo was