Why We Get Objections
Monday, 15 Jan, 2018
Why We Get Objections

For years I’ve written about how sales suffer because the sales model, designed to seek buyers and place

To Change Behaviors, First Change Beliefs: an essay for change agents
Monday, 8 Jan, 2018
To Change Behaviors, First Change Beliefs: an essay for change agents

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

What is Buying Facilitation®? What sales problem does it solve?
Friday, 22 Dec, 2017
What is Buying Facilitation®? What sales problem does it solve?

BIG IDEA: Buyers can’t buy until they’ve handled all of their internal stuff and everyone involved agrees they’re ready, willing, and able to bring in something new. With a solution-placement focus, sales and marketing limit us to finding only those who have completed those tasks and deem themselves ready to engage – the low hanging fruit.
PROBLEM: The problem is not in getting our solution sold; it’s in getting our solution bought.

Influencing Congruent, Unbiased Change: serving with integrity
Friday, 22 Dec, 2017
Influencing Congruent, Unbiased Change: serving with integrity

Our jobs as influencers is to help Others achieve their own brand

Guys Aren’t Gender Neutral: the how and why of (un)biased communication
Monday, 18 Dec, 2017
Guys Aren’t Gender Neutral: the how and why of (un)biased communication

As someone who’s written about communication for decades,..

Recognize Buyers on the First Call
Monday, 11 Dec, 2017
Recognize Buyers on the First Call

A participant at one of my onsite Buying Facilitation® trainings…