Selling AND Buying Facilitation®: facilitating the buying journey from idea to close with RAIN Group
Friday, 14 Oct, 2011
Selling AND Buying Facilitation®: facilitating the buying journey from idea to close with RAIN Group

Sales alone is not as effective as using two poweful models to help buyers buy: Buying Facilitation® , to help buyers figure out how, if, and when  to add a new solution, and sales, to help them actually choose, and purchase, your solution.
Confused? You’re accustomed to just using the sales model to place your solution. But the buying decision process is more […]

THE ROLE OF SYSTEMS, BIAS, AND EMOTION: THE MISSING PIECE IN DECISION FACILITATION
Saturday, 8 Oct, 2011
THE ROLE OF SYSTEMS, BIAS, AND EMOTION: THE MISSING PIECE IN DECISION FACILITATION

This article focuses on facilitating buy-in for decision analysis, change management, organization development, and complexity science.

You do a great job gathering and uncovering data to understand the presenting problem.

“But I talk to everyone this way”: the difference between selling patterns and buying patterns
Friday, 7 Oct, 2011
“But I talk to everyone this way”: the difference between selling patterns and buying patterns

I recently had a Tab problem on my PC – you know, one of those annoying problems that needs technical assistance from someone, from some country, on the telephone. One of those calls where someone gives his name as “Jim” but it’s probably really Ricardo, or Raj, or Gallal, and his accent is a horrid mixture of Midwest […]

Wait until the Buying Decision Team is in place to visit or pitch
Monday, 3 Oct, 2011
Wait until the Buying Decision Team is in place to visit or pitch

If you attempt to get meetings just to ‘get in front of’ a prospect (assuming that your solution will rule the day); if you present to whichever prospects will agree to see you; if you pitch when the buyer doesn’t have all of their ducks in a row, you’re not only wasting your breath, but potentially […]

How to use competition to win business
Friday, 30 Sep, 2011
How to use competition to win business

Your best business driver is your competition. They keep you awake, aware, honest, and creative. You want them, you need them, and they are worthy opponents. Without competition, you won’t strive to stay ahead of your field, and you won’t have a way to measure your success/failure.
Too often, we position ourselves according to what we […]

Communicating and working with Aspergers
Tuesday, 27 Sep, 2011
Communicating and working with Aspergers

There is an important NLP premise I hold dear: the meaning of the communication is the response it elicits, separate from my intent.
I believe the truth in this dictum completely, down through my bones. That belief, however is rather poignant, given my communications problems: as an Asperger’s sufferer I sometimes unwittingly communicate in ways that harm, confuse, or annoy. […]