What, exactly, is selling with integrity? Is it about creating great solutions that make a difference in companies and lives? Or respecting and serving our prospects and clients and employees?
I”d like to talk about what that means for me…and admittedly, I’m a hammer looking for a nail: I”ve written a NYTimes Business Bestseller (now-outdated) on the [...]

Do you sit and wait for your buyer’s to close? They need your solution. They like you.

The sales model focuses on needs assessment and solution placement. Buying is a change management activity. They are two different activities.

You’ve done your homework. You’ve found the right buyers – prospects with needs you can fulfill and can afford your solution. You’ve nurtured them, contacted them, met with them, scored them, pitched them, networked with them, sent them gifts. But only a small fraction buy.
Where do they go?
Industry lore believes that 80% of your prospects will purchase [...]

Until the people that will touch a potential new solution buy-in to altering the status quo (their policies, relationships, rules, past decisions, job descriptions, etc), they will not make a purchase or a change: they will continue the dysfunctional behavior through time, even when an ideal solution is right in front of them.
Does this make sense – to keep [...]

In the 23 years I’ve been writing about and teaching Buying Facilitation®, I’ve come up with dozens of terms to explain my intent re  ’the buyer’s journey’ or ‘the buyer’s decision path’.
I originally labelled the trip through the behind-the-scenes issues buyers must contend with (those political, relational, strategic issues that will be touched when a new solution enters) [...]