Why Buyers Buy
Monday, 14 Aug, 2017
Why Buyers Buy

I recently heard yet another excuse as to why a buyer didn’t buy. This one was a hoot – seller/buyer misalignment. Seriously? Because the seller didn’t close a sale (That was expected by the seller? In the mythical pipeline?) there was a relationship problem? Because the buyer didn’t buy (according to the expectation of the seller) there was a bonding problem? No. The problem stems from sellers not understanding what a buyer is. In this case, there was no buyer to be ‘misaligned’ with.
FROM PERSON TO BUYER

Listening Biases: How Influencers Unwittingly Restrict Possibilities
Monday, 7 Aug, 2017
Listening Biases: How Influencers Unwittingly Restrict Possibilities

Do you enter conversations with a

Do You Want to Sell? Or Have Someone Buy?
Monday, 31 Jul, 2017
Do You Want to Sell? Or Have Someone Buy?

Part 1 of a 2 part series on understanding a buyer’s needs.

To Change Behaviors, First Change Beliefs: an essay for change agents
Monday, 24 Jul, 2017
To Change Behaviors, First Change Beliefs: an essay for change agents

Why do people prefer behaviors that obviously lead to less-than-stellar

Sales as a Spiritual Practice
Monday, 17 Jul, 2017
Sales as a Spiritual Practice

With untold millions of sales professionals in the world, we play a role in any economy. While our jobs are nominally to place solutions,

Facilitating Compliance: helping patients choose health
Monday, 10 Jul, 2017
Facilitating Compliance: helping patients choose health

In the late 1970s, I approached my studies for an MSc in Health Sciences