Home » Archive by Category

Sales

The Fallacy of Making Appointments
Monday, 29 Oct, 2018
The Fallacy of Making Appointments

Do you want to make a sale, or an appointment? Does an appointment create a ‘relationship’ that will close the deal? Give you a higher probability of closing a sale?

How, Why, and When Buyers Buy
Monday, 15 Oct, 2018
How, Why, and When Buyers Buy

I recently heard yet another excuse as to why a buyer didn’t buy. This one was a hoot – seller/buyer

Influencing Congruent, Unbiased Change: serving with integrity
Monday, 24 Sep, 2018
Influencing Congruent, Unbiased Change: serving with integrity

Our jobs as influencers is to help Others achieve their own brand of excellence, using their own unique values and standards. Sadly, too many of us – coaches, leaders, sellers, consultants, doctors, parents – try to get Others to accede to our viewpoints and suggestions, believing we have information or solutions that offer ‘better’ choices than the ones they’ve made. We’re telling them, net, net, that we’re smarter, that we think our ideas are better than their own.

And the results aren’t pretty: we end up restricting possibility and creating resistance, conflict, antagonism, or disregard, regardless of the efficacy of what we have to offer

The Real “Buyer’s Journey” or, the reason selling doesn’t cause buying.
Monday, 17 Sep, 2018
The Real “Buyer’s Journey” or, the reason selling doesn’t cause buying.

I moved to London in 1983 to start up a tech company after spending years as a successful sales person. After years of ‘understanding’ and ‘qualifying’

BUY IN: how to procure compliance, and why it seems difficult
Monday, 10 Sep, 2018
BUY IN: how to procure compliance, and why it seems difficult

Have you ever attempted to implement a procedure with a group, or move toward some sort of change that everyone approved of, or get a prospect, client,

Practical Decision Making: getting it righter
Monday, 27 Aug, 2018
Practical Decision Making: getting it righter

Until a decision gets made – to adopt an idea, buy something, agree to negotiation terms, choose one thing over another, or take action in any way – there can be no completed transaction. With the most accurate data, the most efficient solution, or the very best idea or moral