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Helping Buyers Decide

12 Dirty Little Secrets: why buyers don’t buy
Monday, 3 Dec, 2018
12 Dirty Little Secrets: why buyers don’t buy

Do you sit and wait for your buyer’s to close? They need your solution. They like you. They are OK with the price.

Write Content That Facilitates Buying Decisions
Monday, 19 Nov, 2018
Write Content That Facilitates Buying Decisions

Because of your sophisticated tracking and targeting, you know who’s reading your content. But do you know why they’re reading it?

Why We Get Objections
Monday, 12 Nov, 2018
Why We Get Objections

For years I’ve written about how sales suffer because the sales model, designed to seek buyers and place solutions by information sharing and gathering, ignores the vast opportunity to close more sales by adding the function of facilitating Buyer Readiness (i.e. systemic change). The absence of this capability restricts sales to searching for those ready to buy, and causes objections en route:

You’re getting objections not because of your terrific solution,

Change management and sales: influencing the buying decision path
Monday, 9 Jul, 2018
Change management and sales: influencing the buying decision path

Buyers want to solve a problem…

Why Building Relationships is an Unsuccessful Sales Technique
Monday, 26 Feb, 2018
Why Building Relationships is an Unsuccessful Sales Technique

In 1937 Dale Carnegie published his celebrated How to Win Friends

Healthcare Apps Can Facilitate Patient Compliance
Monday, 22 Jan, 2018
Healthcare Apps Can Facilitate Patient Compliance

There are currently more than 165,000 healthcare apps used for a variety of purposes – helping patients