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Buying Facilitation®

Buying Facilitation® e-book
Sunday, 19 Apr, 2020
Buying Facilitation® e-book

Buying Facilitation®: The New Way To Sell That Influences And Expands Decisions
The new way to sell that influences and expands decisions.

Who’s a Buyer?
Monday, 2 Mar, 2020
Who’s a Buyer?

Sales folks make a few incorrect assumptions about who a buyer is, including: 1. the name on the marketing automation or prospecting system is the name of the buyer; and 2. a receptionist or secretary isn’t a buyer.

Buying Patterns: what are they, and how to influence them
Monday, 14 Oct, 2019
Buying Patterns: what are they, and how to influence them

I coined the term Buying Patterns decades ago to

Sell to Prospects who WILL Buy, not Those who SHOULD Buy
Monday, 12 Aug, 2019
Sell to Prospects who WILL Buy, not Those who SHOULD Buy

Your solution is great. You know the narrative of the type of buyers who buy. You’re writing appropriate

Don’t You Realize Selling Doesn’t Cause Buying?
Monday, 5 Aug, 2019
Don’t You Realize Selling Doesn’t Cause Buying?

Until relatively recently, the United States Post Office (USPO) was a universal communication hub.

Facilitative Questions: Questions that facilitate change
Monday, 24 Jun, 2019
Facilitative Questions: Questions that facilitate change

As professionals a big part of our jobs is to influence change. We assume we know the appropriate means to get where we want to be. Certainly we think we know the right questions to get the data we think we need.

But sometimes our questions miss the unconscious drivers, and the incomplete data we collect as a result skews our outcomes. Or we unwittingly cause resistance even when our solutions are important and well-conceived.