For those of you who have read Dirty Little Secrets and love the concept of how change happens - and for those of you who haven’t read DLS and still love change models – here is my second podcast of the 6 part series Making Change Work that I’m recording with StrategyDriven Magazine and Nathan Ives.
This [...]

It’s so much easier for buyers to buy now. With the click of a wrist, or a jog of a fingertip, they can read about, compare, and purchase whatever they want.

Why do so many of your good prospects not close? You’ve worked hard doing your sales job: you gathered good data and understood their need, you were a trusted advisor, they liked you and your solution. You provided value. But they didn’t close.
Where did they go?
They went off-line. They went back to their old vendors and their internal [...]

Recently, a student of my Guided Study program thought that her clients – franchisees who sell her product – might do well to add Buying Facilitation™ to their sales skills so they could close  more sales.
I sent a couple of blog posts for the folks to read, and then had a phone conference with them. My job was [...]

Think about this: Dale Carnegie is the father of the current selling model. Why would I say that when there are such ‘new’ models as Permission Marketing, or SPIN, or any of the myriad selling techniques that have come along since 1937 when Carnegie published How to Win Friends and Influence People? Why would I [...]

These are heady days. Global business changes, environmental disasters, political upheavals. Change, Change, Change. Maybe it’s time to have another conversation about what change is. And at the same time, maybe discuss why it’s necessary to know how to change, since change is the only constant.
It’s a myth that change is difficult. Indeed, it’s not [...]