Integrity in Sales
Saturday, 21 May, 2005
Integrity in Sales

I just got asked by a reader, why I consider Buying Facilitation an ethical, or spiritual, model, and how the Method uses Integrity as it was not readily apparent.

Buying Facilitation® in the mainstream
Monday, 16 May, 2005
Buying Facilitation® in the mainstream

It’s been about 15 years that I’ve been working at changing the entire field of sales to include a Buying Facilitation™ front end. In the beginning, I only got attention and business from the visionaries
Now that the idea is moving from visionary to early adopter (hey, folks, when you use words like ‘buying decisions‘ and ‘buying […]

Software Customer Service Response
Friday, 13 May, 2005
Software Customer Service Response

So – I got an apologetic response from the NEO guys (blogs are great, no?) and from one of their supports (thanks, Chris). But I think the point was missed (at least in my estimation).
It would have been nice if the man who blogged would have actually called me and gave me service (and he […]

Help Buyers Make Buying Decisions
Friday, 29 Apr, 2005
Help Buyers Make Buying Decisions

We believe buyer’s make emotional buying decisions because we don’t know how to control them. But it’s not true. Their decisions are systematic and in line with their unique criteria.
Once sellers get over the fact that buyers buy because of their own criteria and not because of something the seller has or says or does, […]

Influencing Change – A Guide For Sellers, Coaches, And Supervisors
Wednesday, 9 Feb, 2005
Influencing Change – A Guide For Sellers, Coaches, And Supervisors

When people or groups make a decision to purchase something, they go through the same decision cycle that an individual goes through to decide upon a personal change, or an employee goes through to change behaviors at a boss’s insistence.
Until now, our communication rules have assumed that when we kindly or persuasively offer others good […]

Outsourcing: Managing Your Brand Across Continents
Friday, 16 Jan, 2004
Outsourcing: Managing Your Brand Across Continents

Outsourcing seems to be the new-new thing and approximately 50% of our major corporations are doing it. What are the costs? The benefits? And what skills need to be managed in order to make it work optimally?
Let’s get a clear understanding of what we mean by outsourcing: it’s the shifting of easily codified jobs – […]