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Buying Facilitation®

The Real “Buyer’s Journey” or, the reason selling doesn’t cause buying.
Monday, 17 Sep, 2018
The Real “Buyer’s Journey” or, the reason selling doesn’t cause buying.

I moved to London in 1983 to start up a tech company after spending years as a successful sales person. After years of ‘understanding’ and ‘qualifying’ prospects, getting appointments and networking, presenting and following up, I thought I understood buyers well-enough to become one. But I was wrong. My new role taught me the differences between selling and buying: I hadn’t realized how the complexity of my Pre-Sales activity determined whether or not I’d buy:

As a sales professional my ultimate job was to place solutions; as a buyer, my main focus was to create and maintain Excellence.

Influencers vs. Facilitators: essay on enabling change congruently
Monday, 6 Aug, 2018
Influencers vs. Facilitators: essay on enabling change congruently

Many learning tools and programs provide tools for Influencers …

Change management and sales: influencing the buying decision path
Monday, 9 Jul, 2018
Change management and sales: influencing the buying decision path

Buyers want to solve a problem…

We Close Only The Low Hanging Fruit
Monday, 11 Jun, 2018
We Close Only The Low Hanging Fruit

80% of your prospects will buy a solution similar to yours within 2 years of your connection, but..

Why Change Seems So Hard: Essay on facilitating buy-in and avoiding resistance
Monday, 14 May, 2018
Why Change Seems So Hard: Essay on facilitating buy-in and avoiding resistance

How do we manage change in our organizations? Not very well,

FACILITATIVE QUESTIONS: Questions that facilitate change
Saturday, 5 May, 2018
FACILITATIVE QUESTIONS: Questions that facilitate change

As professionals a big part of our jobs is to influence change.