Home » Archive by Category

Sales

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

We’re Using Sales Wrong
Monday, 11 May, 2020
We’re Using Sales Wrong

Did you ever wonder why all those folks who obviously need your solution don’t buy? No, really. Have you?

Make the Phone Your Friend: best practices for sellers, healthcare providers, and consultants
Monday, 6 Apr, 2020
Make the Phone Your Friend: best practices for sellers, healthcare providers, and consultants

When my first book Sales on the Line came out in 1993, it was the 26th book published