Articles tagged with: facilitating
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 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 …
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 …
