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Sales

Recognize Buyers on the First Call
Monday, 13 May, 2019
Recognize Buyers on the First Call

A participant at one of my onsite Buying Facilitation® trainings took me to his desk where he

Inside Curiosity
Monday, 6 May, 2019
Inside Curiosity

Curiosity is a good thing, right? But what is it? Wikipedia defines curiosity thus: a quality related to inquisitive thinking such as

What is Buying Facilitation®? What sales problem does it solve?
Monday, 22 Apr, 2019
What is Buying Facilitation®? What sales problem does it solve?

BIG IDEA: Buyers can’t buy until they’ve handled all of their internal

Do We Forget Our Values With ‘Different’ People?
Monday, 15 Apr, 2019
Do We Forget Our Values With ‘Different’ People?

By any standards, I’m considered successful. A NYTimes bestselling author of 9 books, an inventor and

Collaborative Decision Making for Successful Implementations
Monday, 8 Apr, 2019
Collaborative Decision Making for Successful Implementations

I’ve read that there are leaders and project managers who prefer not to collaborate, 

How Listening Filters Cause Misunderstanding
Monday, 1 Apr, 2019
How Listening Filters Cause Misunderstanding

When researching my book on closing the gap between what’s said