Recently someone told me that Buying Facilitation™ is an old concept, that its been written about in books since sales books have been written, and that he’s been helping buyer’s buy for decades. Of course he …

Imagine if instead of believing that unexpected decisions are emotional, we assume they have a very specific reason, even if we don’t understand or agree. Then what? Is it just easier to believe the other …

For decades, if not centuries, we’ve written books about, lectured about, and trained about, the virtues of Open Questions.
I’m here to denounce the myth that they are good in all instances: I actually believe they are …

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 have a question: if your job is to get people to buy your solution, why do you spend so much time doing stuff that doesn’t bring in business?
I  recently spoke with a sales guy …

Since I’m the Queen Contrarian, I’d like to say that the ‘need’ we think that buyers have is not a real need.
First of all, we often meet them at the wrong end of their buying …