A colleague recently told me that ‘sales questions are hot now.’ But I don’t know what that means:

what is a ‘sales question’?
what makes them ‘hotter now’ than before?
what is their intent?

I’m going to go out on a limb here and make a guess that a ‘hot sales question’ is defined as the ‘right’ question to [...]

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 the industry to keep doing what you’ve always done. The large companies know this (kinda); the smaller ones are pushing [...]

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 decision facilitation model to help the buyer buy. This is unedited: I just omitted his name.
Hi Sharon Drew,
I’ve got [...]

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 couple of blog posts for the folks to read, and then had a phone conference with them. My job was [...]

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 define my concepts re helping buyers manage their behind-the-scenes decision issues. I’d like to either 1. use your definitions in addition to [...]

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 consensus to purchase a solution – you know, that mysterious stuff buyers go through privately while we sit and wait for them [...]