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What is Buying Facilitation®?

The Heart of Sales
Monday, 21 Dec, 2015
The Heart of Sales

Sales could easily become a spiritual practice, bring in far more revenue, and make sellers Servant Leaders.
For decades, I have been a proponent of, and keynoter in the field of, Spirituality in the Workplace. In my work life, I have focused on the sales profession, as I believe (as the very foundation of business), it offers the capability of making each person, each interaction, and each company, based on true service.
Unfortunately, with the focus on profit, solution placement, timelines, and commissions, the potential for true servant-leadership has been overlooked.

Help Buyers Buy: Facilitate The Buy Path, Then Sell
Tuesday, 17 Jun, 2014
Help Buyers Buy: Facilitate The Buy Path, Then Sell

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

The Last Thing Buyers Need is your Solution
Tuesday, 3 Jun, 2014
The Last Thing Buyers Need is your Solution

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…….

What’s a Buying Decision Team? And Why is it Important?
Monday, 26 May, 2014
What’s a Buying Decision Team? And Why is it Important?

A buying decision is not a whim. Whether you’re making a small personal purchase with one Buying Decision Team member or a…

How do you buy? Steps in a buying decision
Tuesday, 15 Apr, 2014
How do you buy? Steps in a buying decision

People are getting confused about the terms buying decision journey, buying path,..

Do you want to make a sale? or an appointment?
Monday, 10 Feb, 2014
Do you want to make a sale? or an appointment?

How many of you know the exact percentage of sales you close? Many companies labor under the misconception that they close 17 or 20%…