Because sales operates in needs assessment/solution placement terms, and not on the buying decision paths, we don’t consider that there is an actual system to how buyers buy. But there is. And it’s scalable.
BUYING DECISIONS ARE BASED ON SYSTEMS AND CHANGE MANAGEMENT
We live in systems (My book Dirty Little Secrets: why buyers can’t buy and sellers can’t sell [...]

In conjunction with StrategyDriven magazine, and with Nathan Ives as the brilliant interviewer, I’ve recorded a series of 6 podcasts called Making Change Work. The first podcast is available below.
And, why am I recording a Change Management series? For those of you familiar with my decision facilitation model, you’ll recognize that it’s basically a change [...]

I recently ran a contest asking folks to define terms. The definitions that came back, even from folks who read my latest book, were all based on the decisions buyers might make in relation to fixing a problem. In other words, they were still focusing on placing a solution, rather than helping manage the internal [...]

Without buy-in, nothing changes. If the group or person deemed change necessary, it would have happened already. So whatever state the status quo is in is the preferred state: no matter what you think is wrong, or how your wonderful solution would make it better, it ain’t going to happen unless the status quo is willing [...]

Imagine if instead of believing that unexpected decisions are emotional, we assume they have a very specific reason, even if we don’t understand or agree. Then what? Is it just easier to believe the other person to be irrational?
Do you remember, back in the day, when docs said that women suffering from PMS were hysterical [...]

BASIC THEORIES:

Information does not teach someone how to make a decision.
Decision-making follows a specific, unconscious process.
Decisions are neither haphazard, irrational, emotional, or faulty.
Decisions are based on conscious or unconscious values-based criteria, generated from historic beliefs, that created and maintain the current internal, underlying system of rules, roles, relationships.

WHAT DO DECISIONS DO?
Whether in the field of [...]