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Sales

Steps Along the Buying Decision Path
Monday, 30 Jul, 2018
Steps Along the Buying Decision Path

As sellers we are taught to find prospects with a need that matches our solution and then find creative, professional ways to pitch, present, entice, push, market, or somehow

Listening Biases: how we restrict opportunity
Sunday, 15 Jul, 2018
Listening Biases: how we restrict opportunity

I got to the gym yesterday only to find that my regular treadmill had been replaced by a new-fangled computer machine thing.

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