Sell to Prospects who CAN Buy
Monday, 10 Apr, 2017
Sell to Prospects who CAN Buy

Your solution is great. You know the narrative of the type of buyers who buy. You’re writing appropriate content and getting it out to the right demographic. But you’re still closing less than 5% from first contact and spending a ton of resource finding different ways to touch the same people as your competition touches – in hopes that you’ll have the right message that catches them at the right time, or just grind them down.

Steps Along the Buying Decision Path
Tuesday, 28 Mar, 2017
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 introduce our solution to enable them to understand how our solutions will fix their problem.
Unfortunately, we fail to close over 90% of the time (from first contact) regardless of how well their need matches our solution. And it’s not because of our solutions, our presentations/pitches, or our professionalism. It’s because the…

Optimizing Buyer Personas to Facilitate Pre-Sales Decisions
Monday, 20 Mar, 2017
Optimizing Buyer Personas to Facilitate Pre-Sales Decisions

Buyer Personas do a great job finding and reaching probable buyers, while positioning messages and…

What is Buying Facilitation®? What sales problem does it solve?
Wednesday, 8 Mar, 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

Influencers vs. Facilitators: essay on enabling change congruently
Friday, 3 Mar, 2017
Influencers vs. Facilitators: essay on enabling change congruently

Many learning tools and programs provide tools for Influencers – coaches, sellers, negotiators, leaders managers, and consultants – to help Others make the changes they seek. NLP codes the Others’ internal processes to enable practitioners to understand the proposed problem and ‘get in’ to make the change. Coaching programs teach how to recognize what the client is ‘really’ saying and offer the best techniques to help. Negotiators seek the BATNA. But all tools have one thing in common: they assume that the Outsider can…