Buying Facilitation®
Prospects Aren’t Always Prospects
As sellers, we’ve been taught that someone with a need for our solution is a prospect. But that’s not true or we’d be closing a lot more business
Let’s Talk About Sales
Ever since the serpent convinced Eve to eat the apple there’s been someone trying to sell something. The original idea was fairly simple: find folks with a problem, then create and
What is Buying Facilitation®? What sales problem does it solve?
BIG IDEA: Buyers can’t buy until they’ve handled all of their internal stuff and
Buying Patterns: what are they, and how to influence them
Have you ever wondered why people don’t buy, even when it seems your solution is perfect for their needs? Have
Questions: the new superpower
Alexa, Siri, Google, and all programs that answer questions, have mechanisms that determine the answers. If you’re like me, you largely assume they are accurate,
Upselling: find additional business in existing accounts
Many years ago, just as technology was becoming ubiquitous, I closed