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

I got to the gym yesterday only to find that my regular treadmill had been replaced by a new-fangled computer machine thing.

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

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

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

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