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Buying Facilitation®

We’re Using Sales Wrong
Monday, 11 May, 2020
We’re Using Sales Wrong

Did you ever wonder why all those folks who obviously need your solution don’t buy? No, really. Have you?

Make a Prospect, Not a Sale: new thinking for new times
Monday, 20 Apr, 2020
Make a Prospect, Not a Sale: new thinking for new times

Whatever you’re selling, your regular sales tools won’t work now. There’s no one buying,

Buying Facilitation® e-book
Sunday, 19 Apr, 2020
Buying Facilitation® e-book

Buying Facilitation®: The New Way To Sell That Influences And Expands Decisions
The new way to sell that influences and expands decisions.

Who’s a Buyer?
Monday, 2 Mar, 2020
Who’s a Buyer?

Sales folks make a few incorrect assumptions about who a buyer is, including: 1. the name on the marketing automation or prospecting system is the name of the buyer; and 2. a receptionist or secretary isn’t a buyer.

Questions: the new superpower
Monday, 2 Dec, 2019
Questions: the new superpower

Alexa, Siri, Google, and all programs that answer questions, have mechanisms

Buying Patterns: what are they, and how to influence them
Monday, 14 Oct, 2019
Buying Patterns: what are they, and how to influence them

I coined the term Buying Patterns decades ago to