Sellers assume that when they make a prospecting connection and notice a ‘need’ that aligns with their solution, it’s time to sell. For some reason, a ‘need’ has been equivalent to an action call – …

The sales model does needs assessment and solution placement. It does not manage the entire sale. Buyers go inside, privately, and do whatever it is they do amongst themselves, and then…. and then… and then …

I recently asked a colleague who has written lovingly about Buying Facilitation™ what has stopped him from teaching his folks the model – or actually learning the skills of the model himself.
“I guess I don’t appreciate …

Lately, I’ve noticed many people using the term Facilitative Questions when they really mean facilitating questions: they are using questions to help people think things through, to add some new thoughts that might persuade or …

Jim Altfeld asks questions. He asks you to ask yourself questions.  Anyone who cares about questions and good decision making is a good friend of mine. Not to mention the words ‘collaboration’  ’cooperation’  ’inspire’  ’commitment’  turn …

Since 1989, I’ve been writing about, teaching, and extolling the virtues of questions. Although I’ve developed a new form of question (the Facilitative Question) that uses Decision Facilitation and brain sequencing to help folks recognize …