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). But they also must manage all of the off-line, behind-the scenes change issues that must take place internally so they can [...]

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 to network, get referrals, golf, meet face-to-face.
Did you ever ask yourself why?
We can think historically: Dale Carnegie, in How to [...]

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 buyers need to do is choose our solution.
But if it were that easy, buying decisions would get made more often in our [...]

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 tool; it is used BEFORE any selling happens, and is a change management tool.
Let’s look at it this way: if a buyer’s [...]

I’m at a client site this week (Good Practice), teaching them how to become decision facilitators.  As part of their training, I sit with each of them as they learn to make the phone their friend, and practice Buying Facilitation™ on cold calls.
These sales folks are long-term professionals, responsible for millions of dollars of business annually. Yet they are discovering wholly [...]

Sales has been focused on placing product. While some would disagree and claim it’s based on the ‘buyer’s needs’, it comes down to  how to get a product placed.
Imagine if sellers had the tools to be true spiritual guides and not only sell product, but sell more than ever and become part of the buyer’s [...]