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How To Help Buyers Shift Their Status Quo
Monday, 11 Feb, 2019
How To Help Buyers Shift Their Status Quo

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

How Listening Filters Cause Misunderstanding
Monday, 11 Feb, 2019
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

Recognize Buyers on the First Call
Monday, 4 Feb, 2019
Recognize Buyers on the First Call

A participant at one of my onsite Buying Facilitation® trainings…

The Business of Kindness
Monday, 28 Jan, 2019
The Business of Kindness

I’ve recently heard people discussing ‘kindness’ as a business strategy. I’m so pleased.

Sales as a Spiritual Practice
Monday, 28 Jan, 2019
Sales as a Spiritual Practice

With untold millions of sales professionals in the world, we play a role in any economy. While our jobs are nominally to place solutions,

Listening Biases: How Influencers Unwittingly Restrict Possibilities
Monday, 28 Jan, 2019
Listening Biases: How Influencers Unwittingly Restrict Possibilities

Do you enter conversations with a