I’m going to ask you a few questions. No answers today. Just questions you may want to answer for yourselves.
How will you know that the content you are providing is the appropriate content for your prospect base?
What skills do you need to have in addition to the ones you already have, to ensure that the [...]

I have begun searching for a couple of new vendors, and am becoming painfully aware of how many people think that because they are good, that’s all I need to know. Even when a couple of the folks tried to gather data from me, I felt resentful because either they should have read it on one of [...]

When people first hear about Buying Facilitation™, they ask: ‘But if we can’t ask about needs and discuss our solution, how do we sell?’
The short answer is, you don’t. At least not when you are accustomed to. Because that’s not the first thing buyers need from you. The buyer first needs assistance navigating around their [...]

Jeff  Blackwell is an interesting kinda guy. He’s a really successful commercial real estate guy who knows his business and hasn’t had many issues during this housing crisis because of the type of business he’s run. He works, lives, breathes integrity. To that end, he has a passion for sales. And this is where I [...]

Sales professionals face a lot of failure. You work very hard to discover plausible opportunities, understand needs,  respect and care for prospects, and position your products so prospects recognize how your solution manages their need. You are good. You are professional. You are conscientious. Yet you only close a fraction of your sales; you seem to have no idea who to spend time [...]

Imagine if instead of believing that unexpected decisions are emotional, we assume they have a very specific reason, even if we don’t understand or agree. Then what? Is it just easier to believe the other person to be irrational?
Do you remember, back in the day, when docs said that women suffering from PMS were hysterical [...]