Home » Archive by Tags

Articles tagged with: decision

The New Buying Habits of Buyers: Does solution data drive a decision?
Monday, 12 Jul, 2010
The New Buying Habits of Buyers: Does solution data drive a decision?

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.

What are questions for?
Thursday, 18 Feb, 2010
What are questions for?

Lately, I’ve noticed many people using the term Facilitative Questions when they really mean facilitating questions: they are using questions to help people think things through, to add some new thoughts that might persuade or influence them to consider different options. In sales, they are often used to get prospects to think about ‘needs’ in […]