Buyers buy when they want to resolve a business problem.
Buyers buy when all of the members of their decision team – all of the members – agree that it’s time to resolve a problem.
Buyers buy when their internal system – their culture – knows how to make room for something new without disrupting the status [...]

I’m here to tell you that cold calling can be one of the most effective ways to meet new prospects. And a whole lotta fun.
I know, I know. Most sellers eschew cold calling, preferring instead to network, get referrals, golf, meet face-to-face.
Did you ever ask yourself why?
We can think historically: Dale Carnegie, in How to [...]

My colleague Reg Nordman emailed me with a query today. One of his clients posed the following question: ” How do I market that our firm is committed to be a trusted advisor? “
There is so much marketing going on – so so much noise – that buyers have no way of knowing who to respond to, [...]

Let me say something you’re not going to like: If a buyer truly needed your solution they would have either bought it already or resolved their problem already.
David Sandler called the buyer’s need ‘Pain.’ But think about it: If you broke your arm, would you wait weeks/months/years to get it fixed? Of course not. So [...]

Until or unless buyers know how to manage the tangles of people and policies that hold their Identified Problem in place, they will not make a purchase no matter how urgent their need or how appropriate your solution.
Because sales unwittingly focuses on the very last stages of the buyer’s buying decision, sellers are trained to listen carefully [...]

I’ve recently gotten a few notes from folks thinking that Buying Facilitation™ is a way to help buyers make a buying choice once they are prospects. I’d like to correct you: Buying Facilitation™ is NOT a selling tool; it is used BEFORE any selling happens, and is a change management tool.
Let’s look at it this way: if a buyer’s [...]