I was speaking with a colleague today who said, “Your work is very revolutionary. It’s a new paradigm. It’s time.”
I’ve been writing, teaching and speaking about Buying Facilitation™ for at least 22 years professionally, although I developed the Model …

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 …

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 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 …

IS IT TIME TO TRULY HELP BUYERS BUY?
There are actually two major things a buyer must do prior to making a purchasing decision. Of course they must ultimately choose a supplier and a solution (that’s the role of sales). …

Buyers have lots to do before they buy. And it has little to do with your product or their need.
You know those times when buyers show up and, barely before you can ask them what they …