Buying decisions happen well before buyers consider your solution regardless of their need or

Why does the sales model merely focus on placing solutions when it’s last step buyers take during…

Your solution is the last thing a buyer needs. Literally…

Sales has been around since the Serpent convinced Eve to eat the apple. And, unfortunately, the goals have remained pretty much the same ever since.

You’re a smart entrepreneur with a savvy team. Your widget will make millions. You started up with a few bucks your friends gave you but now you need funding. Do you know how an investor will choose to fund you over others?

The answer is you don’t know.

Instead of relying on a great presentation and hoping it will inspire investors, why not add targeted questions to the end of your presentation to make sure you both know what you should do to meet success their criteria. Do they want to be repaid within 5 years? Do they want to sell you off for $3,000,000 in two years? Do they want you to compete with the larger brands and grow virally while becoming a hot brand they can stand behind?

You have a choice: you can follow buyers around until they decide they need your solution – about 90% of them won’t – or facilitate their decision path. I developed a change facilitation model. Read more…….