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Why Sales Fails

Sellers Ask the Wrong Questions
Monday, 25 Feb, 2019
Sellers Ask the Wrong Questions

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

Buying Facilitation® and Sales: The Great One-Two Punch
Sunday, 20 Jan, 2019
Buying Facilitation® and Sales: The Great One-Two Punch

Sales is a great model for understanding need and placing solutions.
Buying Facilitation® is a change management model, great for helping buyers navigate their behind-the-scenes change management issues

12 Dirty Little Secrets: why buyers don’t buy
Monday, 7 Jan, 2019
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, 17 Dec, 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

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…