Where does selling begin? Why do we begin a buyer conversation by focusing on finding needs?

The sales process is woefully inadequate. It merely focuses on the last 10% of the buying decision: the solution and vendor choice.
To understand and influence the buyer’s buying decision process and all of the people, politics and relationships that buyers must manage internally to be ready to make a purchase, it’s necessary for sellers to learn a new language. Not [...]

What, exactly, is selling with integrity? Is it about creating great solutions that make a difference in companies and lives?

Your prospects need your solution. Desperately. But they are stalling. And it makes no sense.
But are they stalling? Are they really ignoring their needs, working with sub-optimal functionality, for a reason?
No. No. No. Yes. Not stalling, not ignoring their needs. Not working with sub-optimal functionality. Yes, there is a powerful reason.
Buyers can’t buy until all [...]

Do you sit and wait for your buyer’s to close? They need your solution. They like you…

Your solution matches the buyer’s need perfectly. You like them, they like you, you’ve had coffee/a meal/a powerful meeting or two. They talk about implementation and how they need to add your other product next year. And then they buy from someone else. Or not at all.
What happened? Are they stupid? Did they lie to [...]