Sales folks who are not changing their approach, or their activity, or their go-to-market strategies are going to go the way of the newspaper: doomed. There is just too much change going on now in …

This is a copy of an email I got from a prospect considering whether or not to attend my public Buying Facilitation™ training. I’ve included my response so you can see how I use the …

Recently, a student of my Guided Study program thought that her clients – franchisees who sell her product – might do well to add Buying Facilitation™ to their sales skills so they could close  more sales.
I sent a …

I had so much fun with you all in April with my Steps to a Sales Call contest that I’m going to run another one. This time I’d like you to use your own words to …

We have a winner for my contest! Robert Merrill! Although he had a couple of things reversed, he was sooo close that I declare him the winner!!
Here are my choices, in the correct order, with …

Sales is a great model for understanding need, discovering problems, and introducing/placing solutions.
Buying Facilitation™ is a great model for helping buyers navigate their behind-the-scenes political and relationship issues that must achieve buy-in before they get …