What is Buying Facilitation®? What sales problem does it solve?
BIG IDEA: Buyers can’t buy until they’ve handled all of their internal
Why Change Seems So Hard: Essay on facilitating buy-in and avoiding resistance
How do we manage change in our organizations? Not very well, apparently.
Steps Along the Buying Decision Path
As sellers we are taught to find prospects with a need that matches our solution and then find creative, professional ways to pitch, present, entice, push, market, or somehow
What Makes A Decision Irrational?
After spending 30 years deconstructing the inner processes of how people decide, and training a decision facilitation model
Sellers Ask the Wrong Questions
I recently accepted a cold call from an insurance guy because I was thinking of switching providers.