Sellers Ask the Wrong Questions
Monday, 19 Feb, 2018
Sellers Ask the Wrong Questions

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

Some Truths about Systems, and How they Affect Change
Monday, 12 Feb, 2018
Some Truths about Systems, and How they Affect Change

As a Change Facilitator, I often get asked about the nature of decision making, change and buy-in. Since my responses seem surprising

The Big Push: why sellers, doctors, coaches, and leaders, don’t effect permanent change
Monday, 5 Feb, 2018
The Big Push: why sellers, doctors, coaches, and leaders, don’t effect permanent change

How many times have you tried to sell an idea to a colleague,

Trust: what it is, and how to initiate it
Monday, 29 Jan, 2018
Trust: what it is, and how to initiate it

Trust. The big kahuna. The sales industry seeks it; doctors assume it; couples demand it;

Healthcare Apps Can Facilitate Patient Compliance
Monday, 22 Jan, 2018
Healthcare Apps Can Facilitate Patient Compliance

There are currently more than 165,000 healthcare apps used for a variety of purposes – helping patients

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