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Change Management

Decision Making: How, Exactly, Do We Decide?
Friday, 18 Apr, 2008
Decision Making: How, Exactly, Do We Decide?

BASIC THEORIES:

Information does not teach someone how to make a decision.
Decision-making follows a specific, unconscious process.
Decisions are neither haphazard, irrational, emotional, or faulty.
Decisions are based on conscious or unconscious values-based criteria, generated from historic beliefs, that created and maintain the current internal, underlying system of rules, roles, relationships.

WHAT DO DECISIONS DO?
Whether in the field of […]

Presentations: How To Compete When In Front Of A Prospect
Thursday, 3 Jan, 2008
Presentations: How To Compete When In Front Of A Prospect

Your last presentation was great and seemingly well-received. You addressed the prospect’s needs, positioned yourself and your product just right, used the right language and visuals to assure that you were a caring, smart, professional, and had a product that would obviously be the right solution. The price was right, and you clearly had a […]

Adding Buying Facilitation® to Consultative Sales: Friends
Tuesday, 4 Dec, 2007
Adding Buying Facilitation® to Consultative Sales: Friends

As per my realization that the Buying Facilitation Method needn’t be juxtaposed with consultative sales, and is indeed an add-on skill, yesterday I introduced you to 3 of my consultative selling friends, Tony Parinello, Jacques Werth, and Jerry Acuff. Today I’m going to introduce you to 3 more folks – very different, and equally wonderful, […]

Sales Coaching: Choosing the right coach. Targeting the right outcome.
Wednesday, 18 Jul, 2007
Sales Coaching: Choosing the right coach. Targeting the right outcome.

I recently got a call from a young man whose boss suggested he find a sales coach, adding that he’d have to pay for it himself so that it would have value for him.
I have a few thoughts here:

Why is the manager delegating his/her responsibility for employee/salesperson success to an outsider who s/he doesn’t know […]

“We Space”: Getting Things Done Through Rapport
Friday, 15 Jun, 2007
“We Space”: Getting Things Done Through Rapport

I recently went through a stressful move – but of course all moves are stressful. Given I had to continue running my business, travel for work engagements, and help with my son’s wedding (thankfully my future daughter-in-law is as obsessive as I am), I had to get all the moving parts very well organized in […]

Decision Making & Partnering
Monday, 8 May, 2006
Decision Making & Partnering

I’m currently starting a new decision making business that includes the collaboration many of the top decision making software vendors. It’s so exciting to collaborate with a group of people who are so visionary, generous, and kind. In reality, we’re all in competition with each other, and yet everyone has agreed to what I’m calling […]