Lately, I’ve noticed folks using the term buyer facilitation. While I can make a good guess that the term is a version of Buying Facilitation™, it is being used in a ’sales’ context. So maybe, …

In 1995 I wrote a book called Selling with Integrity: reinventing sales through collaboration, respect, and serving, published in 1997 and subsequently on the NYTimes Business Bestseller list. The book continues to sell well, being …

When people first hear about Buying Facilitation™, they ask: ‘But if we can’t ask about needs and discuss our solution, how do we sell?’
The short answer is, you don’t. At least not when you are …

Buyers have two identifiable responsibilities:

maneuver through their internal, behind-the-scenes buy-in issues to ensure a trouble-free change process, and
choose a solution that …

As a sales professional, you learn early on that your need to ‘understand’ a buyer. But what, exactly, do you need to understand?
On the sales end of the equation, you NEED to understand the prospect’s situation to make …

One of the ‘dirty little secrets’ in my new book is this: because the model of sales is focused on understanding needs and placing solutions, and doesn’t have the tools to help manage the behind-the-scenes issues …