The steps of a buying decision differ from the steps of a sale. The sales model has no way to influence the private decisions and buy-in issues that buyers must address before they can buy.
Buyers live in a ‘system’ that maintains their Identified Problem (or ‘pain’)  over time, creating work-arounds that become part of the system [...]

Let’s say you were going to a wedding. You had the gift, decided on the outfit, picked a time to leave to get there on time, decided to use your car rather than you’re spouse’s, because it was more comfortable. Then you had to plug in the directions to your trusty GPS system.
What does your [...]

These days we all use some form of social networking: it’s delightful to go onto LinkedIn and find colleagues from Europe who might have interest in a program with me for when I travel across the pond – colleagues that ‘know’ me well enough through my various on-line profiles to be eager to

dialogue with me,
discover ways [...]

Sales folks are taught to have a certain amount of curiosity. But what, exactly, are you curious about?
You have been taught to be curious about needs. Do prospects need your solution? Are they in ‘pain’? The moment — the very moment — you hear that a ‘need’ matches your solution, you’re off and running. And you (wrongly) [...]

If you attempt to get meetings just to ‘get in front of’ a prospect (assuming that your solution will rule the day); if you present to whichever prospects will agree to see you; if you pitch when the buyer doesn’t have all of their ducks in a row, you’re not only wasting your breath, but potentially [...]

Where does selling begin? Why do we begin a buyer conversation by focusing on finding needs?