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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

How To Help Buyers Shift Their Status Quo
Monday, 27 Feb, 2017
How To Help Buyers Shift Their Status Quo

I’ve recently heard sales folks complain that the status quo was the ‘enemy’ of buyers buying. Nonsense. It’s just another element along the buyer’s decision path…

Checklist for Influencers: questions for sellers, coaches, leaders, change agents.
Monday, 20 Feb, 2017
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

The Real “Buyer’s Journey” or, the reason selling doesn’t cause buying.
Monday, 13 Feb, 2017
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…

The Discipline of Listening
Monday, 30 Jan, 2017
The Discipline of Listening

Our brains make it difficult, if not impossible, to fully or accurately comprehend what our Communication Partners wish to convey.