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Why Open Questions Don’t Work
Monday, 21 Sep, 2009
Why Open Questions Don’t Work

For decades, if not centuries, we’ve written books about, lectured about, and trained about, the virtues of Open Questions.
I’m here to denounce the myth that they are good in all instances: I actually believe they are used most effectively at the back end of the selling/buying cycle and have no role to play in the buying […]

Buying Decisions: What Happens Behind-The-Scenes
Monday, 14 Sep, 2009
Buying Decisions: What Happens Behind-The-Scenes

For some reason, it’s very difficult for sales people to think beyond ‘need’ and ‘solution:’  We tend to think that because the buyer’s need matches our solution, and because we’re professionals who ‘care,’  the only thing buyers need to do is choose our solution.
But if it were that easy, buying decisions would get made more often in our […]