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Buying Facilitation® and Sales: The Great One-Two Punch:
Monday, 14 Jan, 2019
Buying Facilitation® and Sales: The Great One-Two Punch:

Sales is a great model for understanding need and placing solutions.
Buying Facilitation® is a change management model, great for helping buyers navigate their behind-the-scenes change management issues

Meetings: The Purpose, The Pain, The Possibility
Monday, 14 Jan, 2019
Meetings: The Purpose, The Pain, The Possibility

As business folk, we hold meetings regularly. Yet often we don’t accomplish what we set out to achieve. Why?

We Don’t Know How to Hear Each Other: how biases distort our conversations
Monday, 14 Jan, 2019
We Don’t Know How to Hear Each Other: how biases distort our conversations

So many people are feeling disempowered and ignored, targeted

Collaborative Decision Making for Successful Implementations
Monday, 7 Jan, 2019
Collaborative Decision Making for Successful Implementations

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

Checklist for Influencers: questions for sellers, coaches, leaders, change agents.
Monday, 7 Jan, 2019
Checklist for Influencers: questions for sellers, coaches, leaders, change agents.

Most of you are really good at what you do: as influencers, sellers, coaches, change agents, or leaders, your intuition, excellent skills, and history of success guide your ability to facilitate change for your clients. And yet using conventional models and questions it’s inevitable that your interactions will have bias, and will unwittingly restrict possible outcomes accordingly. Since any bias you enter with will most likely skew the range of answers, the best option would be to enter each interaction with as

What is Buying Facilitation®? What sales problem does it solve?
Monday, 24 Dec, 2018
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 to bring in something new. With a solution-placement focus, sales and marketing limit us to finding only those who have completed those tasks and deem themselves ready to engage – the low hanging fruit.
PROBLEM: The problem is not in getting our solution sold; it’s in getting our solution bought.