This post was written by Eric Luhrs, author of BeDoSell and known for his model of GuruSelling. His contact details are at the end of this wonderful article.
You think you know what your problem is. But you don’t know what it is. And that is a problem!
Whenever I work with sales teams I will ask [...]

Logic would tell us that our modern – post Dale Carnegie – sales processes are failing.

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 and taught clients and staff in the mid 80s while running my tech company in London. I’ve been writing books [...]

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 they either return or they go somewhere else or they do nothing. Of course we have absolutely no idea what [...]

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 listening to him, believing that getting in front of prospects will give us an edge – forgetting, of course, that everyone else [...]

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 there is more to learn. My team has read your books, and we apply your model best we can. But [...]