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Articles tagged with: facilitating

Why do sales people like failure?
Thursday, 19 Aug, 2010
Why do sales people like failure?

Why do people attempt to turn my decision facilitation material into a sales model? Why do they use some of my vocabulary to try to manipulate clients? Frankly I am flummoxed by this. They’ve got a whole sales model to use to manipulate with.
Today I’m going to vent about sales folks and their stubborn choice to remain […]

Sales As A Form Of Change Management
Friday, 26 Jun, 2009
Sales As A Form Of Change Management

As sellers, we forget that when buyers make a purchasing decision, they are bringing our solution into their environment. And, trust me on this, their environment is not sitting and waiting around for us to show up.
The Identified Problem – need, or pain, as some of you may call it – has been there for […]

Sales Treats A Need As If It Were An Isolated Event
Thursday, 11 Jun, 2009
Sales Treats A Need As If It Were An Isolated Event

We all know that sales is a failed model; we’re good sellers and offer great customer service, our products are good, and our buyers have a need that we can fulfill. But we fail to close at least 90% of the time.
If it’s not us, not our product, and the need is obvious, what’s going […]