Steps Along the Buying Decision Path
Monday, 4 Mar, 2019
Steps Along the Buying Decision Path

As sellers we are taught to find prospects with a need that matches our solution and then find creative, professional ways to pitch, present, entice, push, market, or somehow

What Makes A Decision Irrational?
Monday, 4 Mar, 2019
What Makes A Decision Irrational?

After spending 30 years deconstructing the inner processes of how people decide, and training a decision facilitation model

Sales as a Spiritual Practice
Monday, 25 Feb, 2019
Sales as a Spiritual Practice

With untold millions of sales professionals in the world, sellers play a role in any economy.

Sellers Ask the Wrong Questions
Monday, 25 Feb, 2019
Sellers Ask the Wrong Questions

I recently accepted a cold call from an insurance guy because I was thinking of switching providers.

How Listening Filters Cause Misunderstanding
Monday, 25 Feb, 2019
How Listening Filters Cause Misunderstanding

When researching my book on closing the gap between what’s said and what’s heard, I was surprised to

Change management and sales: influencing the buying decision path
Monday, 25 Feb, 2019
Change management and sales: influencing the buying decision path

Buyers want to solve a problem…