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Buying Facilitation®

He’s in a Meeting – or is he? Working with Gatekeepers
Monday, 24 May, 2010
He’s in a Meeting – or is he? Working with Gatekeepers

I recently made a cold call. I actually make a few of them daily as a way to introduce people to the concept of decision facilitation and find new business partners to help me place my material into the Change Management/Buy-in arena. Now that Buying Facilitation™ is becoming widely known in sales, it’s time to […]

Why Won’t Every Sales Person in the World Use Buying Facilitation® Now??
Tuesday, 18 May, 2010
Why Won’t Every Sales Person in the World Use Buying Facilitation® Now??

I was speaking with a colleague today who said, “Your work is very revolutionary. It’s a new paradigm. It’s time.”
I’ve been writing, teaching and speaking about Buying Facilitation™ for at least 22 years professionally, although I developed the Model and taught clients and staff in the mid 80s while running my tech company in London. I’ve been writing books […]

All Decisions Involve Change Management: an insurance case study
Monday, 17 May, 2010
All Decisions Involve Change Management: an insurance case study

Without buy-in, nothing changes. If the group or person deemed change necessary, it would have happened already. So whatever state the status quo is in is the preferred state: no matter what you think is wrong, or how your wonderful solution would make it better, it ain’t going to happen unless the status quo is willing […]

Solutions are meaningless without Buy-In.
Monday, 10 May, 2010
Solutions are meaningless without Buy-In.

Recently I was part of an Ideation session in which an insurance company wanted web ideas to better serve their customers. Ideally, they’d end up with functionality that members would find helpful in their health care decisions, offer great customer service through added benefits, and keep them involved with the agency.
What an amazing experience helping the insurance company serve their members. The […]

Two Types of Decisions: Buy-IN, and BuyING
Monday, 19 Apr, 2010
Two Types of Decisions: Buy-IN, and BuyING

Recently someone told me that Buying Facilitation™ is an old concept, that its been written about in books since sales books have been written, and that he’s been helping buyer’s buy for decades. Of course he has, except that he, like the entire sales field, has a paltry success rate – certainly under 10%. Why? If […]

Contest: the 10 Steps of a Sales Cycle
Monday, 12 Apr, 2010
Contest: the 10 Steps of a Sales Cycle

I am having a contest! Ready to play? Since my Monday posts are about Buying Facilitation®, and I’ve written so extensively on it, it’s time to put some of your learning into practice. How does Buying Facilitation® fit with the sales model (especially given that both models include managing the buying decision, albeit using very […]