Why do so many of your good prospects not close? You’ve worked hard doing your sales job: you gathered good data and understood their need, you were a trusted advisor, they liked you and your solution. You …

We have a winner for my contest! Robert Merrill! Although he had a couple of things reversed, he was sooo close that I declare him the winner!!
Here are my choices, in the correct order, with …

A few weeks ago, I put up a contest. I thought we’d all look at the order of activities in a sales call as I see it: including both sales and a decision navigation, to …

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 …

Sales is a great model for understanding need, discovering problems, and introducing/placing solutions.
Buying Facilitation™ is a great model for helping buyers navigate their behind-the-scenes political and relationship issues that must achieve buy-in before they get …

Just to whet your appetite, here are three of the  ’dirty little secrets’ from my the Conclusion of my new book. Enjoy.
2. Buyers will make no purchasing decisions until they get buy-in from the components …