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.

Sellers assume that when they make a prospecting connection and notice a ‘need’ that aligns with their solution, it’s time to sell. For some reason, a ‘need’ has been equivalent to an action call – much like when we see a child moving toward the road or a hot stove that we go into action [...]

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 [...]