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Articles tagged with: money

Who are the decision makers?
Friday, 12 Feb, 2010
Who are the decision makers?

I once was told that there are three things a sales person needs to know: when will a prospect buy, who are the decision makers, and how much money will they give me.
I wonder how true this is now. Or if these are the most appropriate benchmark needs of a seller. Let’s go through each […]

Happy New Year: what’s in store this year?
Tuesday, 5 Jan, 2010
Happy New Year: what’s in store this year?

I suspect I’m just as eager for a new decade as anyone: I’ve barely survived through two recessions (Companies don’t want visionaries when there is a down turn – they want meat and potatoes, and predictable, albeit unnecessarily small, returns), and have certainly had days when I didn’t quite understand why I was hanging on. […]

Labor Day: What Do We Work For?
Friday, 4 Sep, 2009
Labor Day: What Do We Work For?

This weekend we all get a rest because we’ve worked so hard all year. Makes me wonder about ‘work.’ What is it, why do we do it, what does it mean, what could it mean. I guess I kinda feel like rambling a bit…
When I was young, I had to work myself through college. For […]

Price Objections Aren’t Price Objections
Monday, 3 Aug, 2009
Price Objections Aren’t Price Objections

Recently, a CEO of a smallish company – a man familiar with my books – called me to do some work. Given the difficult market, he wanted to use Buying Facilitation™ to differentiate from his competition, and have his existing customers buy more product.
As with everyone, I led him down the buying decision funnel and he figured out 1. how he needed to go about […]

Money Objections: It Is Never About The Money
Friday, 29 Feb, 2008
Money Objections: It Is Never About The Money

After having several conversations with a new prospect and his team, we all decided to move forward and get them trained in Buying Facilitation™. As per our agreement, I wrote up a contract and sent it out to “Joe”. Then I got an email from him saying he needed to put the program on hold […]