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

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

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…

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

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