Why do we gather information from buyers?
Monday, 17 Aug, 2015
Why do we gather information from buyers?

Information, when used to influence or sell, has cost us untold loss in business and relationships. It actually causes resistance.

How do buyers choose one solution over another?
Monday, 10 Aug, 2015
How do buyers choose one solution over another?

Your solution matches the buyer’s need perfectly. You like them, they like you, you’ve had coffee/a meal/a powerful meeting or two,

Can Collaboration Work?
Monday, 27 Jul, 2015
Can Collaboration Work?

We enter into collaborations assuming we’ll succeed as teamwork partners. Yet we rarely achieve true partnership:
* Because we listen uniquely and through biased filters we sometimes mistakenly presume intent or misconstrue what’s been said and agreed upon. Problem: Flawed assumptions, wasted time and relationship capital, and restricted scope.
* There is often not enough diversity to enable maximum creativity and unrestricted solution options. Problem: Similar ideas and options constrain possibility and maintain the status quo.
* Agendas and goals are often established with less than the full set of essential participants. Problem:

Prospects Aren’t Always Prospects
Friday, 10 Jul, 2015
Prospects Aren’t Always Prospects

As sellers, we’ve been taught that someone with a need that our solution fulfills is a prospect.

Can Collaboration Work?
Saturday, 27 Jun, 2015
Can Collaboration Work?

We enter into collaborations assuming we’ll succeed as teamwork partners. Yet we rarely achieve true partnership:
* Because we listen uniquely and through biased filters we sometimes mistakenly presume intent or misconstrue what’s been said and agreed upon. Problem: Flawed assumptions, wasted time and relationship capital, and restricted scope.
* There is often not enough diversity to enable maximum creativity and unrestricted solution options. Problem: Similar ideas and options constrain possibility and maintain the status quo.

Sales is a Flawed Model
Friday, 26 Jun, 2015
Sales is a Flawed Model

Do you know why you don’t close all the sales you deserve to close?
Do you know, on your first prospecting call, who will buy?