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The Real “Buyer’s Journey” or, the reason selling doesn’t cause buying.
Monday, 17 Sep, 2018
The Real “Buyer’s Journey” or, the reason selling doesn’t cause buying.

I moved to London in 1983 to start up a tech company after spending years as a successful sales person. After years of ‘understanding’ and ‘qualifying’ prospects, getting appointments and networking, presenting and following up, I thought I understood buyers well-enough to become one. But I was wrong. My new role taught me the differences between selling and buying: I hadn’t realized how the complexity of my Pre-Sales activity determined whether or not I’d buy:

As a sales professional my ultimate job was to place solutions; as a buyer, my main focus was to create and maintain Excellence.

BUY IN: how to procure compliance, and why it seems difficult
Monday, 10 Sep, 2018
BUY IN: how to procure compliance, and why it seems difficult

Have you ever attempted to implement a procedure with a group, or move toward some sort of change that everyone approved of, or get a prospect, client,

Practical Decision Making: getting it righter
Monday, 27 Aug, 2018
Practical Decision Making: getting it righter

Until a decision gets made – to adopt an idea, buy something, agree to negotiation terms, choose one thing over another, or take action in any way – there can be no completed transaction. With the most accurate data, the most efficient solution, or the very best idea or moral

How Listening Filters Cause Misunderstanding
Monday, 20 Aug, 2018
How Listening Filters Cause Misunderstanding

When researching my book on closing the gap between what’s said and what’s heard, I was surprised to

Steps Along the Buying Decision Path
Monday, 30 Jul, 2018
Steps Along the Buying Decision Path

As sellers we are taught to find prospects with a need that matches our solution and then find creative, professional ways to pitch, present, entice, push, market, or somehow

Listening Biases: how we restrict opportunity
Sunday, 15 Jul, 2018
Listening Biases: how we restrict opportunity

I got to the gym yesterday only to find that my regular treadmill had been replaced by a new-fangled computer machine thing.