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Buying Facilitation®

Why do we gather information from buyers?
Monday, 17 Aug, 2015
Why do we gather information from buyers?

Information, when used to influence or sell, has cost us untold loss in business and relationships. It actually causes resistance.

Help Marketing Know Buyers Well Enough…
Monday, 8 Jun, 2015
Help Marketing Know Buyers Well Enough…

Hi Everyone: I’m sending you something quite different this week; I hope you don’t mind but I find this topic important. My good friend Ardath Albee sent me this note below, asking us to vote for her to receive a grant for something near and dear to my heart: to develop new capabilities for the field of marketing enter the buy path earlier. Please read her sweet note and see if you can get behind this by voting for her. If she wins the grant, I trust that she’ll use the funds to help us all be more successful.

Prospects Aren’t Always Prospects
Monday, 17 Nov, 2014
Prospects Aren’t Always Prospects

As sellers, we’ve been taught that someone with a need that our solution fulfills is a prospect…

Use Cold Calls To Sell, Not Make Appointments
Tuesday, 23 Sep, 2014
Use Cold Calls To Sell, Not Make Appointments

There is no reason to try to make an appointment with a cold call. Think about it.

What Makes A Prospect A Buyer?
Tuesday, 12 Aug, 2014
What Makes A Prospect A Buyer?

A colleague recently said he was waiting for a deal to close. How did he know it would close?

Why Aren’t Buyers With Needs Buying?
Monday, 28 Jul, 2014
Why Aren’t Buyers With Needs Buying?

Do you know why so many prospects that need your solution don’t buy?  If ‘need’ were the only buying criteria, you’d be closing a lot more.
First of all, buyers don’t want to purchase a solution – they merely want to resolve a business problem. The last thing they consider is purchasing an external fix and […]