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Steps Along the Buying Decision Path
Monday, 30 Jul, 2018
Steps Along the Buying Decision Path

As sellers we are taught to find prospects with a need that matches our solution and then find creative, professional ways to pitch, present, entice, push, market, or somehow

The Problem With Information: the right time to pitch, gather, share, and advise
Monday, 23 Jul, 2018
The Problem With Information: the right time to pitch, gather, share, and advise

Information, used at the wrong time, or when used to influence or sell, advise or share, has cost us untold loss in business and relationships.

Listening Biases: how we restrict opportunity
Sunday, 15 Jul, 2018
Listening Biases: how we restrict opportunity

I got to the gym yesterday only to find that my regular treadmill had been replaced by a new-fangled computer machine thing.

Assumptions: Why Being Right Is Wrong
Monday, 4 Jun, 2018
Assumptions: Why Being Right Is Wrong

We naturally assume we understand what’s meant and don’t question that assumptions. The truth is, our brains are not set up to enable us to understand what others tell us…

The Real “Buyer’s Journey” or, the reason selling doesn’t cause buying.
Monday, 21 May, 2018
The Real “Buyer’s Journey” or, the reason selling doesn’t cause buying.

I moved to London in 1983 to start up a tech company after spending..

FACILITATIVE QUESTIONS: Questions that facilitate change
Saturday, 5 May, 2018
FACILITATIVE QUESTIONS: Questions that facilitate change

As professionals a big part of our jobs is to influence change.