Why do so many of your good prospects not close? You’ve worked hard doing your sales job: you gathered good data and understood their need, you were a trusted advisor, they liked you and your solution. You …

The sales model builds in a 90% failure rate…. and we expect that! We build it right into the entire system: We hire 10X more sales people to get the results we seek, we expect and get 50% …

Transcript:

I recently experienced a very clear example of Buying Facilitation(R), when i used it to turn a failed buying situation into a purchase.
I tell a shortened version of this story in my new book “Dirty …

Sales professionals face a lot of failure. You work very hard to discover plausible opportunities, understand needs,  respect and care for prospects, and position your products so prospects recognize how your solution manages their need. You are …