Sales
Do you want to make a sale, or an appointment? Does an appointment create a ‘relationship‘ that will close the deal? Give you a higher probability of closing a sale? And how’s that working for you? Are you closing all the sales you deserve to
With untold millions of sales professionals in the world, sellers play a role in any economy. While our jobs are
For years I’ve written about how sales suffer because the sales model ignores the vast opportunity to to close more sales by adding the function of facilitating Buyer Readiness (i.e. systemic change). This restricts
Years ago I ran a Buying Facilitation® program for a group of Senior Partners at KPMG. Before working with this team, they were using 2-
Decades ago I had an idea that questions could be vehicles to facilitate change in addition to eliciting answers. Convention went
I moved to London in 1983 to start up a tech company after spending years