Sales folks are taught to have a certain amount of curiosity. But what, exactly, are you curious about?
You have been taught to be curious about needs. Do prospects need your solution? Are they in ‘pain’? The moment — the very moment — you hear that a ‘need’ matches your solution, you’re off and running. And you (wrongly) [...]

A friend sent me the Harvard Business Review article written by my hero Geoffrey Moore and two of his colleagues – Todd Hewlin and Philip Lay - titled “In a Downturn, Provoke Your Customers.”
REALLY? BUYERS BUY BECAUSE THEY ARE IN PAIN? REALLY?
I found the article ruefully humorous. Here are some of the smartest business minds in [...]

We understand sales. We know how to assess need, brand/pitch/present solutions, and design sites to bring in, and follow, eyeballs. We use technology to help us sell. Now it’s time to have total sales performance – putting together all methodologies to help us find prospects and sell our solutions.
At the moment, you’ve got a lot [...]

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. That’s like saying ‘I would have had a better birth experience if it weren’t for my mother.’
Why do we assume [...]

I’m at a client site this week (Good Practice), teaching them how to become decision facilitators.  As part of their training, I sit with each of them as they learn to make the phone their friend, and practice Buying Facilitation™ on cold calls.
These sales folks are long-term professionals, responsible for millions of dollars of business annually. Yet they are discovering wholly [...]