RSS“Dirty Little Secrets” launches tomorrow: 3 more secrets unveiled
Oct 14, 2009 Sales Related
Yesterday I gave you 3 ’secrets’ from the Conclusion of my new book Dirty Little Secrets: why buyers can’t buy and sellers can’t sell and what you can do about it.
An answers for those of you who have asked how this book differs from some of my other books, and then I’ll give you 3 more ’secrets.’
This book is very very different from Sales on the Line, Selling with Integrity and Buying Facilitation®. While those books talk about the buying decision process as being separate from the sales process and introduce some new skills, none of my previous books delve into exactly, EXACTLY what happens behind the scenes. I have thoroughly explained
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Tags: behind-the-scenes, book, Buy-In, buyer, change, Dirty Little Secrets, information, internal systems, off-line, solution
Sales As A Spiritual Practice
Aug 14, 2009 Sales Related
Sales has been focused on placing product. While some would disagree and claim it’s based on the ‘buyer’s needs’, it comes down to how to get a product placed.
Imagine if sellers had the tools to be true spiritual guides and not only sell product, but sell more than ever and become part of the buyer’s team with all of the commensurate integrity and values.
What would be the difference – in skill sets? In outcomes? In beliefs?
To consider sales as a Spiritual Practice, let’s start with my definition of ‘spiritual’. To me it means:
- always having a win-win (there is no such thing as win-lose);
- understanding that the whole is greater than the parts;
- understanding that we are all here to serve each other;
- recognizing that there is no right answer;
- believing that no one has an answer for someone else.
Tags: buyers needs, buying decision team, integrity, internal systems, sales, serving clients, spiritual guides, spiritual practice, values, win-win
What Is Buying Facilitation®?
Aug 10, 2009 Buying Facilitation®
What is the difference between selling and helping someone buy?
A lot. But not what you think.
When I began talking about helping buyers buy in 1988, people thought I was a little nuts (and what does that have to do with anything?). I persisted, and finally, about 3 or4 years ago, people began using the phrase as if it had always been around.
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Tags: Buying Facilitation®, Decision Facilitation, internal systems, need, status quo
