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Articles tagged with: Dale Carnegie

Sales is resistant to change
Friday, 29 Jan, 2010
Sales is resistant to change

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 […]

Purchasing a solution is the last thing a buyer does
Friday, 4 Dec, 2009
Purchasing a solution is the last thing a buyer does

Someone who has read one of my early books told me she thought that Buying Facilitation™ was a type of consultative sales model. It’s far from it. Here is why.
Traditional Sales, spearheaded by Dale Carnegie in his book How to Win Friends and Influence People, published in 1937, is about the product sale. How to position […]

MaestroConference Make Face Meetings Unnecessary
Thursday, 17 Sep, 2009
MaestroConference Make Face Meetings Unnecessary

I don’t know about you, but I hold lots of meetings: I do as many as I can over the phone, but far too often I must travel somewhere to meet people to walk them through my Buying Facilitation™ model and give them the opportunity to ask questions, share concerns, have doubts, or just get excited. […]