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Buying Facilitation®

Winning the RFP business: a case study
Monday, 10 Dec, 2018
Winning the RFP business: a case study

Years ago I did a Buying Facilitation Method® program for a now-defunct group at KPMG. Before working with this team, they were using 2-4 people, spending between $500,000 and $1,000,000, and spending weeks creating large, glorious presentations to woo and wow the prospects read more . . .

Resolving Unconscious Bias
Monday, 10 Dec, 2018
Resolving Unconscious Bias

Our biases have been developed through the stories of our lives. From birth, our parent’s beliefs become part of our unconscious, very

We Close Only The Low Hanging Fruit
Monday, 11 Jun, 2018
We Close Only The Low Hanging Fruit

80% of your prospects will buy a solution similar to yours within 2 years of your connection, but..

How Sales Overlooks Buyers: Essay and Q&A
Monday, 11 Sep, 2017
How Sales Overlooks Buyers: Essay and Q&A

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

Steps Along the Buying Decision Path
Tuesday, 28 Mar, 2017
Steps Along the Buying Decision Path

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…