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How to Find the Right Prospect: know who will buy on your first call
Friday, 18 Dec, 2009
How to Find the Right Prospect: know who will buy on your first call

How often have you chased a prospect for weeks/months/years and then got a ‘no?’ How much time have you wasted that you could have used for finding prospects who would become clients? And how much time have you spent waiting for prospects that either never showed up again, or who took far, far too long […]

The Job of Sales: creating excellence
Thursday, 17 Dec, 2009
The Job of Sales: creating excellence

What is the job of a sales person? Some think it’s about providing solutions. Certainly, serving customers is part of it. I’d like to offer a different definition. I believe the job of a seller is to help a buyer be Excellent.
Until now, we’ve thought that we could help buyers achieve Excellence through a product […]

Leadership and Decision Making
Tuesday, 15 Dec, 2009
Leadership and Decision Making

What, exactly, is a leader?
The definition used in Tango is my favorite:  If you notice the leader, he’s not doing a very good job. The job of the leader is to get the best out of his follower and get out of the way: He opens the door, the follower goes through exhibiting her best, and then the […]

What is theft and what is flattery?
Friday, 11 Dec, 2009
What is theft and what is flattery?

Thank goodness for Google Alerts. I was alerted today to a man promoting his ‘new sales model’ that uses some of my terms (terms that took me decades to come up with), some of my phrases (word for word from articles I’ve written), some of my ideas, and one of my Facilitative Questions (a type of […]

Coaching does not have to be like sales
Thursday, 10 Dec, 2009
Coaching does not have to be like sales

In my opinion the field of coaching behaves similarly to the field of sales: gather data about a problem, ask responsible, caring questions, and then provide a solution. Similar to sales, coaches like to say that they really do care, that they don’t give answers, that they only provide data on relevant solutions. And yet, […]

Turning a ‘No’ into a ‘Yes’
Monday, 7 Dec, 2009
Turning a ‘No’ into a ‘Yes’

I recently experienced a very clear example of Buying Facilitation(R), when i used it to turn a failed buying situation into a purchase.
I tell a shortened version of this story in my new book “Dirty Little Secrets;” it bears repeating during this economic confusion when buyers are having difficulty getting to ‘yes’.
I was at a […]