I once told a group that I was going to title a book I’d Close More Sales if it Weren’t for the Buyer. I got a standing ovation! And I assumed I’d get a laugh. That’s like saying ‘I would have had a better birth experience if it weren’t for my mother.’
Why do we assume [...]

Sitting and listening to NPR Saturday afternoon, I heard someone say, “You need to ask OPEN/FACILITATIVE QUESTIONS.” For the 20,000 people who have studied with me and spent weeks learning how to formulate Facilitative Questions, and for the thousands who have purchased my latest book Dirty Little Secrets that has part of a chapter on [...]

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 [...]

I self-published my latest book Dirty Little Secrets because I wanted to get the book out quickly. It was like a deamon in my heart – needing to come out and almost virulent in it’s ability to take over my soul.
Needless to say, when it came time to choose a way to put the book [...]

When you prepare to meet a prospect, how do you know who or what your competition is? How do you know how to position yourself strategically against them? Do you ‘wing it?’ Do you do research? Where do you get your research from? How do you know your research is adequate or accurate?
I’ve got the [...]

HERE IT IS!

I’m proud to announce the launch of my seminal work, my most prized issue (after my wonderful son, of course), and the gift I am here to offer. In this book, I think I’ve finally found the voice to do that – to write about change, and decisions and serving. It’s taken a few [...]