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Sales

The Fallacy of Making Appointments
Monday, 14 Sep, 2020
The Fallacy of Making Appointments

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

Sales as a Spiritual Practice
Monday, 31 Aug, 2020
Sales as a Spiritual Practice

With untold millions of sales professionals in the world, sellers play a role in any economy. While our jobs are

How to Avoid Objections
Monday, 13 Jul, 2020
How to Avoid Objections

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

Win the RFP by Adding Value
Monday, 6 Jul, 2020
Win the RFP by Adding Value

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-

Questioning Questions
Monday, 22 Jun, 2020
Questioning Questions

Decades ago I had an idea that questions could be vehicles to facilitate change in addition to eliciting answers. Convention went

The Real “Buyer’s Journey” or, the reason selling doesn’t cause buying
Monday, 8 Jun, 2020
The Real “Buyer’s Journey” or, the reason selling doesn’t cause buying

I moved to London in 1983 to start up a tech company after spending years