What is Buying Facilitation®? What sales problem does it solve?
Monday, 22 Apr, 2019
What is Buying Facilitation®? What sales problem does it solve?

BIG IDEA: Buyers can’t buy until they’ve handled all of their internal

Boredom: A Route To Creativity
Monday, 11 Mar, 2019
Boredom: A Route To Creativity

We live our lives, these days, with continuous stimulation…

Why Change Seems So Hard: Essay on facilitating buy-in and avoiding resistance
Monday, 4 Mar, 2019
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
Monday, 4 Mar, 2019
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?
Monday, 4 Mar, 2019
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
Monday, 25 Feb, 2019
Sellers Ask the Wrong Questions

I recently accepted a cold call from an insurance guy because I was thinking of switching providers.