Because of the feared, or actual, financial crunch, companies are stepping back from their normal decision making behaviors. The problem is not that there is no money; they are just not spending it.
If that weren’t enough, …

Since 1989, I’ve been writing about, teaching, and extolling the virtues of questions. Although I’ve developed a new form of question (the Facilitative Question) that uses Decision Facilitation and brain sequencing to help folks recognize …

What is the difference between selling in a robust economy and selling in a failing economy? A lot. But not what you think.

Your product is the same
Your pitch/presentation is the same
The buyer’s need is …

Your last presentation was great and seemingly well-received. You addressed the prospect’s needs, positioned yourself and your product just right, used the right language and visuals to assure that you were a caring, smart, professional, …