The Business of Kindness
Monday, 28 Jan, 2019
The Business of Kindness

I’ve recently heard people discussing ‘kindness’ as a business strategy. I’m so pleased.

Why We Get Objections
Monday, 28 Jan, 2019
Why We Get Objections

For years I’ve written about how sales suffer because the sales model, designed to seek buyers and place solutions by information sharing and gathering, ignores the vast opportunity to close more sales by adding the function of facilitating Buyer Readiness (i.e. systemic change). The absence of this capability restricts sales to searching for those ready to buy, and causes objections en route:

You’re getting objections not because of your terrific solution,

Listening Biases: How Influencers Unwittingly Restrict Possibilities
Monday, 28 Jan, 2019
Listening Biases: How Influencers Unwittingly Restrict Possibilities

Do you enter conversations with a

Influencing Congruent, Unbiased Change: serving with integrity
Sunday, 20 Jan, 2019
Influencing Congruent, Unbiased Change: serving with integrity

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

Buying Facilitation® and Sales: The Great One-Two Punch
Sunday, 20 Jan, 2019
Buying Facilitation® and Sales: The Great One-Two Punch

Sales is a great model for understanding need and placing solutions.
Buying Facilitation® is a change management model, great for helping buyers navigate their behind-the-scenes change management issues

Our Listening Biases Restrict Success
Sunday, 20 Jan, 2019
Our Listening Biases Restrict Success

The problem with accurately hearing what others mean to convey is not