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Decision Making The Expert Way
Wednesday, 26 Aug, 2009
Decision Making The Expert Way

You all know that my passion is helping people make decisions. I have put my decision facilitation model into sales, but it’s equally at home in any situation in which one person is helping another person decide.
Enter Expert Choice. Expert Choice is a decision facilitation software tool. They offer teams of decision makers “rapid convergence of […]

Birthing A Book
Tuesday, 25 Aug, 2009
Birthing A Book

I’m just putting the final touches on my new book which involves writing the text for the back cover, doing final proofs, chasing friends for testimonials. Although I write something every day, and have written hundreds of articles, many books, hundreds of blog posts, it’s not the same as a book. A book has some heft […]

What Is A Need?
Wednesday, 5 Aug, 2009
What Is A Need?

Since I’m the Queen Contrarian, I’d like to say that the ‘need’ we think that buyers have is not a real need.
First of all, we often meet them at the wrong end of their buying decision – when they are just starting their search for a possible solution. Not only have they not committed to […]

The Internal Customer: Is It A Sales Job?
Friday, 24 Jul, 2009
The Internal Customer: Is It A Sales Job?

What is the difference between selling to an internal customer and selling to an external customer?
Nothing.
At the end of the day, there is the buyer, the seller, and the solution. The influencer, the influenced, and the idea, or request. Regardless of the moving parts, one person wants another person to buy in to something that […]

It’s Not The Economy: It’s Your Selling Patterns
Monday, 20 Jul, 2009
It’s Not The Economy: It’s Your Selling Patterns

Buyers buy using their own buying patterns. Unfortunately, sellers lose a lot of business by using their own selling patterns: if the seller’s selling patterns don’t match the buyer’s buying patterns, there will be no sale, regardless of the proximity of the seller’s solution to the buyer’s need.
With so much confusion and risk management slowing down sales, maybe it’s time […]

Decision Facilitation: Influencing The Offline Decisions
Friday, 17 Jul, 2009
Decision Facilitation: Influencing The Offline Decisions

Lately, I’ve heard a few folks using the term that I have been using for 20: decision facilitation.
But what, exactly, does that mean?
Since I suspect there is a good chance I was the person who first put those particular words together – especially in the sales field – I’d like to offer my definition.
Sales manages […]