As sellers, we waste over 90% of our time. We need to find prospects, get them bought-in to the possibility of using our solution, get them what they need to understand our solution and how it might fit, get past gatekeepers, manage objections, get to the right people who will know how to buy us, [...]

Sales alone is not as effective as using two poweful models to help buyers buy: Buying Facilitation® , to help buyers figure out how, if, and when  to add a new solution, and sales, to help them actually choose, and purchase, your solution.
Confused? You’re accustomed to just using the sales model to place your solution. But the buying decision process is more [...]

I recently had a Tab problem on my PC – you know, one of those annoying problems that needs technical assistance from someone, from some country, on the telephone. One of those calls where someone gives his name as “Jim” but it’s probably really Ricardo, or Raj, or Gallal, and his accent is a horrid mixture of Midwest [...]

Your best business driver is your competition. They keep you awake, aware, honest, and creative.

As a seller, what’s your job?  Are you working to close a sale?

I use the USPO to pick up items people buy from my on-line store. It’s a simple process: I push a few buttons, and the package is scheduled to be picked up at my front door in about 3 minutes or less.
Yesterday, I left the office and noticed a mailer sitting there: it was to have been picked up [...]