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Buying Facilitation®

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 […]

The Decisions Before Selling
Thursday, 3 Jun, 2010
The Decisions Before Selling

I recently ran a contest asking folks to define terms. The definitions that came back, even from folks who read my latest book, were all based on the decisions buyers might make in relation to fixing a problem. In other words, they were still focusing on placing a solution, rather than helping manage the internal […]

He’s in a Meeting – or is he? Working with Gatekeepers
Monday, 24 May, 2010
He’s in a Meeting – or is he? Working with Gatekeepers

I recently made a cold call. I actually make a few of them daily as a way to introduce people to the concept of decision facilitation and find new business partners to help me place my material into the Change Management/Buy-in arena. Now that Buying Facilitation™ is becoming widely known in sales, it’s time to […]

Why Won’t Every Sales Person in the World Use Buying Facilitation® Now??
Tuesday, 18 May, 2010
Why Won’t Every Sales Person in the World Use Buying Facilitation® Now??

I was speaking with a colleague today who said, “Your work is very revolutionary. It’s a new paradigm. It’s time.”
I’ve been writing, teaching and speaking about Buying Facilitation™ for at least 22 years professionally, although I developed the Model and taught clients and staff in the mid 80s while running my tech company in London. I’ve been writing books […]