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

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.

I coined the term Buying Patterns decades ago to

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

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

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.