Learn Buying Facilitation® your way
Friday, 25 Jun, 2010
Learn Buying Facilitation® your way

Learn some of the skills of Buying Facilitation® without changing too much of what you’re already…

Without a telescope, the world looks flat
Tuesday, 22 Jun, 2010
Without a telescope, the world looks flat

For decades, folks who discovered Buying Facilitation™ were delighted. Finally, these visionaries said, a way to help those behind-the-scenes decisions get made in our favor instead of just sitting and waiting for buyers to come back and buy! One man, a VP of Sales at Merrill Lynch, shouted, “I KNEW IT I KNEW IT! I KNEW SOMETHING […]

The job of a sales professional isn’t professional
Monday, 21 Jun, 2010
The job of a sales professional isn’t professional

Sales has been around a long time. Originally a model to persuade and convince others to make a purchase, the sales model has been shifting a bit through time. First we had the serpent who convinced Eve to eat the apple, and promise not tell God. Through history we’ve had the money lenders and the […]

Presentations – Tips to help you beat your competition
Thursday, 17 Jun, 2010
Presentations – Tips to help you beat your competition

You are carefully prepared. But wait: who, exactly, are you presenting to? And how do you know the members of the Buying Decision Team are present?

Seeking appointments is costing you sales
Monday, 14 Jun, 2010
Seeking appointments is costing you sales

Do you have any idea why you try to get an appointment with a prospect – as your first priority? Let me guess:

you believe that eye-to-eye contact will give you a better chance at a relationship, i.e. they will like you, and want to buy from you;
you’ll be able to understand better what is going […]

Procurement: how to help people collaborate
Friday, 11 Jun, 2010
Procurement: how to help people collaborate

Finding a prospect vs. creating a prospect

You place a call to get through to the decision maker. You call to find someone who needs your product or service. You try to get an appointment. You analyze names to do lead scoring… More