I know that a lot of you love to do presentations. When folks use Buying Facilitation® their presentations are not focused on presenting solution data, but rather helping prospect maneuver through their behind-the-scenes issues they need …

Just to whet your appetite, here are three of the  ’dirty little secrets’ from my the Conclusion of my new book. Enjoy.
2. Buyers will make no purchasing decisions until they get buy-in from the components …

IS IT TIME TO TRULY HELP BUYERS BUY?
There are actually two major things a buyer must do prior to making a purchasing decision. Of course they must ultimately choose a supplier and a solution (that’s the role of sales). …

I’m here to tell you that cold calling can be one of the most effective ways to meet new prospects. And a whole lotta fun.
I know, I know. Most sellers eschew cold calling, preferring instead …

For some reason, it’s very difficult for sales people to think beyond ‘need’ and ’solution:’  We tend to think that because the buyer’s need matches our solution, and because we’re professionals who ‘care,’  the only thing …

I’ve recently gotten a few notes from folks thinking that Buying Facilitation® is a way to help buyers make a buying choice once they are prospects. I’d like to correct you: Buying Facilitation® is NOT a selling …