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Buying Facilitation®

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

How Sales Overlooks Buyers: Essay and Q&A
Monday, 11 Sep, 2017
How Sales Overlooks Buyers: Essay and Q&A

In 1993, when my first book cam out and before he died, David Sandler called to buy out my…

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…

12 Dirty Little Secrets: why buyers don’t buy
Monday, 8 Aug, 2016
12 Dirty Little Secrets: why buyers don’t buy

Do you sit and wait for your buyer’s to close? They need your solution. They like you. They are OK with the price.

Collaborative Decision Making for Successful Implementations
Monday, 8 Feb, 2016
Collaborative Decision Making for Successful Implementations

I’ve read that there are leaders and project managers who prefer not to collaborate, when engaging in an…