Sales
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
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
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
I moved to London in 1983 to start up a tech company after spending years
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
When my first book Sales on the Line came out in 1993, it was the 26th book published