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Questioning Questions
Sunday, 1 Apr, 2018
Questioning Questions

Decades ago I had an idea that questions could be vehicles to facilitate change in addition to eliciting answers.

How To Help Buyers Shift Their Status Quo
Monday, 26 Mar, 2018
How To Help Buyers Shift Their Status Quo

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

Sellers Ask the Wrong Questions
Monday, 19 Feb, 2018
Sellers Ask the Wrong Questions

I recently accepted a cold call from an insurance guy because I was thinking of switching providers.

Some Truths about Systems, and How they Affect Change
Monday, 12 Feb, 2018
Some Truths about Systems, and How they Affect Change

As a Change Facilitator, I often get asked about the nature of decision making, change and buy-in. Since my responses seem surprising

Healthcare Apps Can Facilitate Patient Compliance
Monday, 22 Jan, 2018
Healthcare Apps Can Facilitate Patient Compliance

There are currently more than 165,000 healthcare apps used for a variety of purposes – helping patients

What is Buying Facilitation®? What sales problem does it solve?
Friday, 22 Dec, 2017
What is Buying Facilitation®? What sales problem does it solve?

BIG IDEA: Buyers can’t buy until they’ve handled all of their internal stuff and everyone involved agrees they’re ready, willing, and able to bring in something new. With a solution-placement focus, sales and marketing limit us to finding only those who have completed those tasks and deem themselves ready to engage – the low hanging fruit.
PROBLEM: The problem is not in getting our solution sold; it’s in getting our solution bought.