How to Avoid Objections
Monday, 13 Jul, 2020
How to Avoid Objections

For years I’ve written about how sales suffer because the sales model ignores the vast opportunity to to close more sales by adding the function of facilitating Buyer Readiness (i.e. systemic change). This restricts

Win the RFP by Adding Value
Monday, 6 Jul, 2020
Win the RFP by Adding Value

Years ago I ran a Buying Facilitation® program for a group of Senior Partners at KPMG. Before working with this team, they were using 2-

The Business of Kindness
Monday, 29 Jun, 2020
The Business of Kindness

I’ve recently heard people discussing ‘kindness’ as a business strategy. I’m so pleased. Kindness – not a

Questioning Questions
Monday, 22 Jun, 2020
Questioning Questions

Decades ago I had an idea that questions could be vehicles to facilitate change in addition to eliciting answers. Convention went

We Don’t Know How to Hear Each Other: how biases distort our conversations
Monday, 15 Jun, 2020
We Don’t Know How to Hear Each Other: how biases distort our conversations

As a Buddhist, I don’t understand why anyone would want to take another’s

The Real “Buyer’s Journey” or, the reason selling doesn’t cause buying
Monday, 8 Jun, 2020
The Real “Buyer’s Journey” or, the reason selling doesn’t cause buying

I moved to London in 1983 to start up a tech company after spending years