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, …

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 …

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 …

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 …

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, …

When people or groups make a decision to purchase something, they go through the same decision cycle that an individual goes through to decide upon a personal change, or an employee goes through to change …