I know that a lot of you love to do presentations. When folks use Buying Facilitation™ their presentations are not focused on presenting solution data, but rather helping prospect maneuver through their behind-the-scenes issues they need to manage before being able to choose a solution – and THEN they present whatever matches the buying criteria they [...]

When you prepare to meet a prospect, how do you know who or what your competition is? How do you know how to position yourself strategically against them? Do you ‘wing it?’ Do you do research? Where do you get your research from? How do you know your research is adequate or accurate?
I’ve got the [...]

Buyers have two identifiable responsibilities:

maneuver through their internal, behind-the-scenes buy-in issues to ensure a trouble-free change process, and
choose a solution that will address their stakeholder’s criteria for systems excellence while maintaining the integrity of the [...]

I’ve had such a positive response from you about my new book that I’ve realized I now have to get creative. Well, more creative.
For the past 10 or so years, I have only run training programs in corporations, with no ability to help individuals learn the model. Now, so many of you are contacting me [...]

If you are a small business owner, or know one, or will one day be one, get this book. It’s awesome. You’ll learn a lot, it will save you heartache, and you’ll get business and make money.
OK. Now let me give you the details. Eric Wolf and Stephanie Frost have written an important book: Marketing:Unmasked [...]

Hi Everyone:
I decided to give you all of the podcasts, videos, and audio files of the interviews I’ve done recently so you can kick back and enjoy some ‘easy listening’ if you find listening easier than reading. I believe that you’ll be able to upload many of these onto your MP3 player for when you’re [...]