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Why Sales Fails

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. Instead of facilitating my buying decision, the bias in his qHow to get new clients by asking the right questions terminated our connection:
TODD: Hello Ms. Morgen. I’m Todd with XYZ. Are you interested in new car insurance?
SDM: I am.
TODD: Is your main concern lowering your costs?
SDM: No.

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.

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…