Home » Archive by Category

Sales

A Buyer’s Guide to Buying: the hidden steps
Monday, 20 Jan, 2020
A Buyer’s Guide to Buying: the hidden steps

People don’t really want to buy anything. We’d much rather maintain our status quo if possible: it’s worked; it’s comfortable; it’s normalized; we’re set up to keep on keepin’ on. Indeed, the goal of a buyer is to solve a problem with the least ‘cost’, using

How To Help Buyers Shift Their Status Quo
Monday, 6 Jan, 2020
How To Help Buyers Shift Their Status Quo

I’ve recently heard sales folks complain that the status quo

Buy-In: how to procure compliance, and why it seems difficult
Monday, 23 Dec, 2019
Buy-In: how to procure compliance, and why it seems difficult

Have you ever attempted to implement a procedure with

The Cost of Perceived Wisdom: how normalized thinking restricts Search and exposes us
Monday, 16 Dec, 2019
The Cost of Perceived Wisdom: how normalized thinking restricts Search and exposes us

In 1996 my sister called to say she’d made an online purchase. I was surprised: in those early days it was not only difficult to search for anything on the new internet, there wasn’t much to search for.

We Don’t Know How to Hear Each Other: how biases distort our conversations
Monday, 9 Dec, 2019
We Don’t Know How to Hear Each Other: how biases distort our conversations

So many people are feeling disempowered and ignored,

What Should Coaches Be Listening For?
Monday, 25 Nov, 2019
What Should Coaches Be Listening For?

A coach’s job is to facilitate potential change, usually