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What is Buying Facilitation®?

Winning the RFP business: a case study
Monday, 10 Dec, 2018
Winning the RFP business: a case study

Years ago I did a Buying Facilitation Method® program for a now-defunct group at KPMG. Before working with this team, they were using 2-4 people, spending between $500,000 and $1,000,000, and spending weeks creating large, glorious presentations to woo and wow the prospects read more . . .

12 Dirty Little Secrets: why buyers don’t buy
Monday, 3 Dec, 2018
12 Dirty Little Secrets: why buyers don’t buy

Do you sit and wait for your buyer’s to close? They need your solution. They like you. They are OK with the price.

Asperger’s put to work: an essay on coding choice and decision making
Monday, 5 Mar, 2018
Asperger’s put to work: an essay on coding choice and decision making

I wasn’t diagnosed with Nonverbal Learning Disorder – NLD, similar to

The Heart of Sales
Monday, 21 Dec, 2015
The Heart of Sales

Sales could easily become a spiritual practice, bring in far more revenue, and make sellers Servant Leaders.
For decades, I have been a proponent of, and keynoter in the field of, Spirituality in the Workplace. In my work life, I have focused on the sales profession, as I believe (as the very foundation of business), it offers the capability of making each person, each interaction, and each company, based on true service.
Unfortunately, with the focus on profit, solution placement, timelines, and commissions, the potential for true servant-leadership has been overlooked.

Help Buyers Buy: Facilitate The Buy Path, Then Sell
Tuesday, 17 Jun, 2014
Help Buyers Buy: Facilitate The Buy Path, Then Sell

Your solution is the last thing a buyer needs. Literally…

The Last Thing Buyers Need is your Solution
Tuesday, 3 Jun, 2014
The Last Thing Buyers Need is your Solution

You have a choice: you can follow buyers around until they decide they need your solution – about 90% of them won’t – or facilitate their decision path. I developed a change facilitation model. Read more…….