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Articles tagged with: objections

Making Change Work 3 & 4: The Problems of Change Management & Managing Resistance
Friday, 27 Aug, 2010
Making Change Work 3 & 4: The Problems of Change Management & Managing Resistance

In the literature of change management, there is no discernable use of the term ‘buy-in.’ In fact, in a search I did for the term I found one useage of it in the last 50 …

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 …

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 …