For those of you who read my blogs and have some interest in understanding the results you’ll…

Because choosing a solution is the last thing a buyer does, the vendor isn’t an active partner at the point the most important decisions get made.  We  like to think that because we gather good data, deeply understand pain, and have a relevant solution, we’ll be considered an ‘active partner.’
SELLERS ENTER TOO EARLY
We fail to realize that we are [...]

Do you know when a buyer is ready to buy? Do you know what they must do to get ready?

Twenty five years ago, as part of my lifelong study of how brains make decisions, I realized that new decisions shift the status quo. All decisions, therefore, are basically change management problems.
Before new decisions get made, the status quo – the underlying system of rules, beliefs, relationships, etc. - must (by the very nature of homeostasis) buy-in to the proposed change or it will resist and push back. [...]

Sales, the most manipulative and greed-filled of our business practices, could easily become a spiritual practice – and bring in far more revenue. But I’m getting ahead of myself.
For decades, I have been a proponent of, and keynoter in the field of, Spirituality in the Workplace. In my work life, I have focused on the [...]

For decades, I’ve been bringing new thinking into the sales field. Yay me, right? Yet sometimes when folks have very rigid (and sometimes very conventional) thinking, instead of getting curious, they act as if I don’t know what I’m talking about.
For sure, with my Aspserger’s, I don’t always relate like others do (although God knows [...]