Buying Facilitation®
It’s the Consensus, Stupid*
Buying decisions happen well before buyers consider your solution regardless of their need or
Cold Calls Can Be Effective, But Not Like This
If you make a cold call merely to get your own needs met…
Help Buyers Buy: Facilitate The Buy Path, Then Sell
Your solution is the last thing a buyer needs. Literally…
Does The Sales Model Do What We Need It To Do?
Sales has been around since the Serpent convinced Eve to eat the apple. And, unfortunately, the goals have remained pretty much the same ever since.
The Last Thing Buyers Need is your Solution
You have a choice: you can follow buyers around until they decide they need your solution – about 90% of them won’t – or facilitate their decision path. I developed a change facilitation model. Read more…….
You think know your buyer. You don’t.
Sales folks are taught to have a certain amount of curiosity. But what, exactly, are you curious about?
You have been taught to be curious about needs.