I Don’t Know
Saturday, 9 Jun, 2007
I Don’t Know

What does ‘I Don’t Know’ really mean?
When someone really doesn’t know, the entire question asked of them sounds like fuzz. Their response is ‘HUH? WHA?’
When they say ‘I Don’t Know’ that is merely a piece of a sentence, the rest of which is: I don’t know where in my brain that data is stored so […]

Something to Ponder.
Thursday, 7 Jun, 2007
Something to Ponder.

Where do you think your prospects go after you’ve done your info gathering, made your pitch, and set up a lovely relationship?
What makes you think that solving the problem with a new product is their ultimate goal?
What makes you think that making a purchase (of your product) is the next step for the prospects – […]

Why Must You Understand Buyer’s Buying Decisions?
Tuesday, 5 Jun, 2007
Why Must You Understand Buyer’s Buying Decisions?

Recently, many folks have found my Buying Facilitation™ Method to be a skill set they wish to add to their current sales techniques. As I speak with each one, I seem to have a similar discussion: folks seem to believe they need to understand how buyer’s buy. Surprising, even those who have read some of […]

Lets Begin a Dialogue
Thursday, 8 Mar, 2007
Lets Begin a Dialogue

It’s been a long time since I’ve posted a blog, and I’m curious as to how you all are doing. I’d like to pose a string of questions, and welcome responses so we can begin a dialogue.
1. how would you know that the skills you are currently using are giving you the results you deserve?
2. […]

Why Sales Fail
Saturday, 17 Feb, 2007
Why Sales Fail

Are your sales cycles longer than necessary?
Are you losing business to the competition when you shouldn’t be
Are you having trouble differentiating yourself
Are you getting price objections when your product is clearly superior?

If you face any of the above, it’s because you are using sales methods.
Do I have your attention? Good, because sales operates on a […]

Voice Mail, Gatekeepers, And Other Obstructions To Sales Success
Sunday, 17 Sep, 2006
Voice Mail, Gatekeepers, And Other Obstructions To Sales Success

You know your job, the characteristics of your market, and your product. You were hired in your latest company because of your experience – you’ve been selling your product line for some time with great results. No one has ever needed to teach you to sell because of your history of success. You do your […]