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Buying Facilitation®

Is sales a ‘relationship-driven business’ ? Really?
Friday, 18 Feb, 2011
Is sales a ‘relationship-driven business’ ? Really?

I recently read a blog post by Andrew Hunt in which he stated: “…sales remains a relationship-driven business, the power of “who you know” is trumped by “what you know about who you know.” ”
Andrew is preaching the gospel of the entire sales industry: this is a common belief in the field, and drives much of […]

Selling for the banking industry
Friday, 28 Jan, 2011
Selling for the banking industry

Banks sell very similar products. Of course each bank has its own special sauce, but overall, the products are similar-enough to lull prospective buyers into believing that it doesn’t matter which bank they buy from, or which solution they choose.
PROBLEMS SELLING A BANKING SOLUTION
Bankers therefore encounter a few problems when selling: if solutions seem the same, how […]

Change Management can be easy: podcast & article
Thursday, 20 Jan, 2011
Change Management can be easy: podcast & article

For the past several months, I have been recording a series on Change Management, with StrategyDriven ezine, called Making Change Work. I’ve also published a lead article in The Systems Thinker titled: ‘Buy-In: A radical approach to change management’.
Please read, listen, and enjoy. While my work is often associated with ‘sales’, my decision facilitation model […]

Sales, decision making, and the new decade
Friday, 24 Dec, 2010
Sales, decision making, and the new decade

In 1988, with KLM as my client, I ran my first Buying Facilitation Method® program.

A sale: objective or outcome?
Monday, 6 Dec, 2010
A sale: objective or outcome?

So much of sales seems to be about getting someone to buy. That makes a sale the objective of the call. What would be different for you  if it were approached as an outcome instead of an objective? What would you need to do, or believe, differently? And how would you know that you could meet your quotas […]

Getting beyond “We’re fine, thanks”
Friday, 3 Dec, 2010
Getting beyond “We’re fine, thanks”

When you call a prospect and hear “We’re fine, thanks,” are they really fine? And how do you know?
Here are the possibilities:
1. they are not fine, but don’t know you and don’t want to speak with you but may be speaking with other vendors to seek change;
2. they are fine;