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Buying Facilitation®

BuyING Facilitation® vs BuyER Facilitation revisited
Tuesday, 13 Jul, 2010
BuyING Facilitation® vs BuyER Facilitation revisited

Lately, I’ve noticed folks using the term buyer facilitation. For folks liking the term ’Buying Facilitation®’ but are thinking ’sales’, buyer facilitation is a great compromise. For me the difference is simple: sales manages the needs assessment/ solution placement end of the buyer’s decision…

The New Buying Habits of Buyers: Does solution data drive a decision?
Monday, 12 Jul, 2010
The New Buying Habits of Buyers: Does solution data drive a decision?

It’s so much easier for buyers to buy now. With the click of a wrist, or a jog of a fingertip, they can read about, compare, and purchase whatever they want.

Learn Buying Facilitation® your way
Friday, 25 Jun, 2010
Learn Buying Facilitation® your way

Learn some of the skills of Buying Facilitation® without changing too much of what you’re already…

The job of a sales professional isn’t professional
Monday, 21 Jun, 2010
The job of a sales professional isn’t professional

Sales has been around a long time. Originally a model to persuade and convince others to make a purchase, the sales model has been shifting a bit through time. First we had the serpent who convinced Eve to eat the apple, and promise not tell God. Through history we’ve had the money lenders and the […]

Seeking appointments is costing you sales
Monday, 14 Jun, 2010
Seeking appointments is costing you sales

Do you have any idea why you try to get an appointment with a prospect – as your first priority? Let me guess:

you believe that eye-to-eye contact will give you a better chance at a relationship, i.e. they will like you, and want to buy from you;
you’ll be able to understand better what is going […]

Resistance to change: inexplicable, irrational, and real
Monday, 7 Jun, 2010
Resistance to change: inexplicable, irrational, and real

Recently, a student of my Guided Study program thought that her clients – franchisees who sell her product – might do well to add Buying Facilitation™ to their sales skills so they could close  more sales.
I sent a couple of blog posts for the folks to read, and then had a phone conference with them. My job was […]