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Decision Strategy
Wednesday, 20 Jul, 2005
Decision Strategy

As I move beyond my ‘sales’ model, and refine the decision facilitation method I’ve included in Buying Facilitation, I recognize a profound need in corporations today to support the collaborative decisions necessary for early and continued organizational buy-in. We’re all so busy partnering and outsourcing and networking, that we forget that without the buy-in necessary […]

Helping Buyers Buy
Monday, 27 Jun, 2005
Helping Buyers Buy

I’ve been reading some articles lately that offer tips on how buyers buy. But that’s not the issue at all. Since sales has been about getting something sold, and is therefore a push technology, the accepted wisdom seems to be that if sellers understand how buyers buy, they’ll better know how to close.

Integrity in Sales
Saturday, 21 May, 2005
Integrity in Sales

I just got asked by a reader, why I consider Buying Facilitation an ethical, or spiritual, model, and how the Method uses Integrity as it was not readily apparent.

Buying Facilitation® in the mainstream
Monday, 16 May, 2005
Buying Facilitation® in the mainstream

It’s been about 15 years that I’ve been working at changing the entire field of sales to include a Buying Facilitation™ front end. In the beginning, I only got attention and business from the visionaries
Now that the idea is moving from visionary to early adopter (hey, folks, when you use words like ‘buying decisions‘ and ‘buying […]

Help Buyers Make Buying Decisions
Friday, 29 Apr, 2005
Help Buyers Make Buying Decisions

We believe buyer’s make emotional buying decisions because we don’t know how to control them. But it’s not true. Their decisions are systematic and in line with their unique criteria.
Once sellers get over the fact that buyers buy because of their own criteria and not because of something the seller has or says or does, […]