Home » Archive by Category

Sales

Making Negotiation Win-Win
Monday, 22 May, 2017
Making Negotiation Win-Win

Using current negotiation models, people feel they are giving up more than they want in exchange for receiving less than they deserve. As part of standard practice, negotiation partners going into a negotiation calculate their bottom line – what they are willing to give up, and what they are willing to accept – and then fight, argue, cajole, or threaten when their parameters aren’t met. People have been killed for this. But there is another way.
In 1997, Bill Ury and I had to read each other’s books (my book was Selling with Integrity) in preparation for working together for KPMG.

Questioning Questions
Monday, 15 May, 2017
Questioning Questions

Decades ago I had an idea that questions could be vehicles to facilitate change in addition to eliciting answers.

Listening Biases: How Influencers Unwittingly Restrict Possibilities
Monday, 3 Apr, 2017
Listening Biases: How Influencers Unwittingly Restrict Possibilities

Do you enter conversations with a goal, or set of expectations? Do you assume you’ll have solutions for your Communication Partners (CPs)? Do you listen carefully to pose the best questions to enable you to fulfill your expectations? Do you assume the responses to your questions provide an accurate representation of the full fact pattern – ‘good’ data – to base your follow-on questions on? Do you assume your history of similar topics provides a route to an optimal outcome?

Optimizing Buyer Personas to Facilitate Pre-Sales Decisions
Monday, 20 Mar, 2017
Optimizing Buyer Personas to Facilitate Pre-Sales Decisions

Buyer Personas do a great job finding and reaching probable buyers, while positioning messages and…

What is Buying Facilitation®? What sales problem does it solve?
Wednesday, 8 Mar, 2017
What is Buying Facilitation®? What sales problem does it solve?

BIG IDEA: Buyers can’t buy until they’ve handled all of their internal stuff and everyone involved agrees they’re ready, willing, and able