I was speaking with a colleague today who complained that although he understands his customer’s needs – does surveys of every aspect of their decisions (how, when, what) so he ‘knows’ how and what they buy …

I once told a group that I was going to title a book I’d Close More Sales if it Weren’t for the Buyer. I got a standing ovation! And I assumed I’d get a laugh. …

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 …