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Articles tagged with: buying facilitation

BuyING Facilitation® vs BuyER Facilitation revisited
Tuesday, 13 Jul, 2010
BuyING Facilitation® vs BuyER Facilitation revisited

Lately, I’ve noticed folks using the term buyer facilitation. For folks liking the term ’Buying Facilitation®’ but are thinking ’sales’, buyer facilitation is a great compromise. For me the difference is simple: sales manages the needs assessment/ solution placement end of the buyer’s decision…

Why Won’t Every Sales Person in the World Use Buying Facilitation® Now??
Tuesday, 18 May, 2010
Why Won’t Every Sales Person in the World Use Buying Facilitation® Now??

I was speaking with a colleague today who said, “Your work is very revolutionary. It’s a new paradigm. It’s time.”
I’ve been writing, teaching and speaking about Buying Facilitation™ for at least 22 years professionally, although I developed the Model and taught clients and staff in the mid 80s while running my tech company in London. I’ve been writing books […]

Is there more to learn?
Friday, 9 Apr, 2010
Is there more to learn?

I recently asked a colleague who has written lovingly about Buying Facilitation™ what has stopped him from teaching his folks the model – or actually learning the skills of the model himself.
“I guess I don’t appreciate there is more to learn. My team has read your books, and we apply your model best we can. But […]

What is Customer-Centric?
Thursday, 1 Apr, 2010
What is Customer-Centric?

Lately I’ve been hearing the term Customer-Centric a lot. It was a big deal about 15 years ago when business finally recognized the importance of the buyer…

Buying Facilitation® and Sales: the dynamic duo
Monday, 22 Mar, 2010
Buying Facilitation® and Sales: the dynamic duo

Sales is a great model for understanding need, discovering problems, and introducing/placing solutions.
Buying Facilitation® is a great model for helping buyers navigate their behind-the-scenes political and relationship issues that must achieve buy-in before they get consensus to purchase a solution – you know, that mysterious stuff buyers go through privately while we sit and wait for them […]

Buying Facilitation® is not sales; it is a spiritual practice and leadership model
Friday, 15 Jan, 2010
Buying Facilitation® is not sales; it is a spiritual practice and leadership model

My friend Martin Rutte recently wrote to a friend of his about my work. He said:…