Home » Archive by Category

Buying Facilitation®

Facilitative Questions are NOT open questions
Tuesday, 2 Feb, 2010
Facilitative Questions are NOT open questions

Sitting and listening to NPR Saturday afternoon, I heard someone say, “You need to ask OPEN/FACILITATIVE QUESTIONS.” For the 20,000 people who have studied with me and spent weeks learning how to formulate Facilitative Questions, and for the thousands who have purchased my latest book Dirty Little Secrets that has part of a chapter on […]

Prospects Aren’t Really Prospects
Monday, 1 Feb, 2010
Prospects Aren’t Really Prospects

Sales has a goal: find a prospect with a need and sell a solution. You can call it anything you want, use all of the fancy terms about serving your client, be a Trusted Advisor or a Relationship Manager, do whatever you can to understand need and make nice. But at the end of the day, your […]

Change is necessary. How can we make it fun?
Monday, 25 Jan, 2010
Change is necessary. How can we make it fun?

These are heady days. Global business changes, environmental disasters, political upheavals. Change, Change, Change. Maybe it’s time to have another conversation about what change is. And at the same time, maybe discuss why it’s necessary to know how to change, since change is the only constant.
It’s a myth that change is difficult. Indeed, it’s not […]

Buying Facilitation® for Fundraising: it’s much easier than sales
Monday, 18 Jan, 2010
Buying Facilitation® for Fundraising: it’s much easier than sales

I know of a few local groups raising money for the Haitian earthquake victims. While I’m pleased they are doing this much-needed service, I wish I could help them influence folks to give more, differentiate themselves from other equally worthy fund raisers, and figure out how to help people who don’t often donate funds decide to […]

Buying Facilitation® is not sales; it is a spiritual practice and leadership model
Friday, 15 Jan, 2010
Buying Facilitation® is not sales; it is a spiritual practice and leadership model

My friend Martin Rutte recently wrote to a friend of his about my work. He said:…

Buying Facilitation®: what is it? and how is it different from sales?
Monday, 11 Jan, 2010
Buying Facilitation®: what is it? and how is it different from sales?

I’m so pleased that my trademarked model Buying…