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Systems thinking and sales
Tuesday, 12 Jun, 2007
Systems thinking and sales

We all (including ‘buyers’) live within systems that are self-sustaining.
When an Identified Problem occurs that might require a resolution (and buyers seek resolutions to business problems, NOT a new product purchase!), the entire system that created it and maintains it must be included in the solution or disruption will ensue. That is the length of […]

Service
Monday, 11 Jun, 2007
Service

I’ve had several instances today in which people whom I’ve paid to give me a product or service didn’t contact me to tell me something I needed to know, and it cost me money. When I finally got ahold of them, they just kinda shrugged it off.
How do we know when vendors will give us […]

Why Must You Understand Buyer’s Buying Decisions?
Tuesday, 5 Jun, 2007
Why Must You Understand Buyer’s Buying Decisions?

Recently, many folks have found my Buying Facilitation™ Method to be a skill set they wish to add to their current sales techniques. As I speak with each one, I seem to have a similar discussion: folks seem to believe they need to understand how buyer’s buy. Surprising, even those who have read some of […]

Why Sales Fail
Saturday, 17 Feb, 2007
Why Sales Fail

Are your sales cycles longer than necessary?
Are you losing business to the competition when you shouldn’t be
Are you having trouble differentiating yourself
Are you getting price objections when your product is clearly superior?

If you face any of the above, it’s because you are using sales methods.
Do I have your attention? Good, because sales operates on a […]

Voice Mail, Gatekeepers, And Other Obstructions To Sales Success
Sunday, 17 Sep, 2006
Voice Mail, Gatekeepers, And Other Obstructions To Sales Success

You know your job, the characteristics of your market, and your product. You were hired in your latest company because of your experience – you’ve been selling your product line for some time with great results. No one has ever needed to teach you to sell because of your history of success. You do your […]

Changing The Paradigm: Is A 200% Increase In Sales Possible?
Monday, 17 Jul, 2006
Changing The Paradigm: Is A 200% Increase In Sales Possible?

In the recent issue of Harvard Business Review, the editor Thomas Stewart, in his editorial, commented that in their article, Barry Trailer and Jim Dickie point out that “…customers’ buying processes have evolved in our world of ubiquitous, instant, global communication, but companies’ selling processes have for the most part stayed the same.’
I’m here to […]