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Why Sales Fails

Asperger’s put to work: an essay on coding choice and decision making
Monday, 12 Sep, 2016
Asperger’s put to work: an essay on coding choice and decision making

I wasn’t diagnosed with Nonverbal Learning Disorder – NLD, similar to Asperger’s – until I was 61.

12 Dirty Little Secrets: why buyers don’t buy
Monday, 8 Aug, 2016
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.

Sellers Ask the Wrong Questions
Monday, 28 Dec, 2015
Sellers Ask the Wrong Questions

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

Finding A Prospect vs. Creating A Prospect
Monday, 26 Oct, 2015
Finding A Prospect vs. Creating A Prospect

You place a call to get through to the decision maker.finding a prospect
You call to find someone who needs

A Purchase Is Not An Isolated Event
Tuesday, 8 Jul, 2014
A Purchase Is Not An Isolated Event

Why does the sales model merely focus on placing solutions when it’s last step buyers take during…

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…