You hate to cold call, right?  Dale Carnegie taught us (in 1937) that we have to get in front of people to make a sale. In those days, there was no other way.
Yet we’re still …

I am having a contest! Ready to play? Since my Monday posts are about Buying Facilitation™, and I’ve written so extensively on it, it’s time to put some of your learning into practice. How does …

I hope you laughed at this cartoon. Indeed, the cartoon is all-too-accurate: what are we trying to sell our prospects?
We are so busy trying to get them to agree with us and close a sale, …

Sales is a needs assessment-problem discovery/solution placement model. We use relationships and industry knowledge and well-conceived product data to align with prospects to help influence them to choose us.
Now, with technology, we have even more …

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. …

Think about this: Dale Carnegie is the father of the current selling model. Why would I say that when there are such ‘new’ models as Permission Marketing, or SPIN, or any of the myriad selling …