I’ve recently gotten a few notes from folks thinking that Buying Facilitation™ is a way to help buyers make a buying choice once they are prospects. I’d like to correct you: Buying Facilitation™ is NOT a selling tool; it is used BEFORE any selling happens, and is a change management tool.
Let’s look at it this way: if a buyer’s [...]

Since 1989, I’ve been writing about, teaching, and extolling the virtues of questions. Although I’ve developed a new form of question (the Facilitative Question) that uses Decision Facilitation and brain sequencing to help folks recognize all layers of criteria that need to be met to make a new decision
(Facilitative Questions don’t gather data: they help [...]

A prospect of one of my coaching clients - the sales manager of a small manufacturing company – joined our coaching call at the request of my client Joe. Joe wanted me to use my Buying Facilitation method on the manager to find out why he hadn’t purchased a sales training program after 6 months of conversation, given he had an ’obvious [...]

I recently got a call from a young man whose boss suggested he find a sales coach, adding that he’d have to pay for it himself so that it would have value for him.
I have a few thoughts here:

Why is the manager delegating his/her responsibility for employee/salesperson success to an outsider who s/he doesn’t know [...]

When people or groups make a decision to purchase something, they go through the same decision cycle that an individual goes through to decide upon a personal change, or an employee goes through to change behaviors at a boss’s insistence.
Until now, our communication rules have assumed that when we kindly or persuasively offer others good [...]