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Buying Facilitation®

Facilitating Buying Decisions: a definition
Monday, 8 Mar, 2010
Facilitating Buying Decisions: a definition

Recently, I’ve noticed many folks using the term ‘facilitating buying decisions.’ First, let me state that we have a program by that title, that can be licensed to train in companies. It’s a very fun program, teaching sellers how to sit in a buyer’s seat and learn every aspect of how they choose vendors and solutions. […]

Make the Phone your Best Friend
Monday, 1 Mar, 2010
Make the Phone your Best Friend

Do you believe that to close a sale you must ‘get in front of prospects?’  Why? Really. Have you ever asked yourself why? Do you tell yourself that you MUST have that eye contact? That ‘face-to-face’ juice? Do you tell yourself that if you’re not in the field, you’re not selling?
In 1937, Dale Carnegie advocated it. […]

Get onto the Buying Decision Team on the First Call
Monday, 22 Feb, 2010
Get onto the Buying Decision Team on the First Call

When I tell sales folks their sales cycle is double what it should be, they assume I’m lying. But I’m not. I’m just using a different model than sales to being my client contact: Given that the typical sales  model builds in time delays and leaves the seller out of the behind-the-scenes discussions going on, there […]

What are questions for?
Thursday, 18 Feb, 2010
What are questions for?

Lately, I’ve noticed many people using the term Facilitative Questions when they really mean facilitating questions: they are using questions to help people think things through, to add some new thoughts that might persuade or influence them to consider different options. In sales, they are often used to get prospects to think about ‘needs’ in […]

The Basis of Sales Has Remained Stagnant
Monday, 15 Feb, 2010
The Basis of Sales Has Remained Stagnant

Did I get your attention? Good. Because I’m serious.
Most of you would laugh, tell me I’m wrong, that the sales model has been shifting and that the Internet has ‘changed everything.’  But what, exactly, has it changed?
I believe that basically, sales has not changed since the beginning. Sure, the bells and whistles have changed: it’s far, […]

Leadership Involves Helping Others Decide
Monday, 8 Feb, 2010
Leadership Involves Helping Others Decide

I believe that every choice, every new concept, every new action demands a decision to allow in something new and supplement what’s already there.
So whether a buyer seeks a new solution and must get buy-in from the relevant people, or a user needs to use the new software, or an initiative needs agreement from the […]