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Articles tagged with: Decision Facilitation

The Job of Sales Must Expand
Monday, 15 Mar, 2010
The Job of Sales Must Expand

Sales is a needs assessment-problem discovery/solution placement model. We use relationships and industry knowledge and well-conceived product data to align with prospects to help influence them to choose us.
Now, with technology, we have even more capability to offer product data and find our what’s happening with the buyer. The internet, e-marketing, webinars, websites, are offering […]

Facilitating Buying Decisions: a definition
Monday, 8 Mar, 2010
Facilitating Buying Decisions: a definition

Recently, I’ve noticed many folks using the term ‘facilitating buying decisions.’ First, let me state that we have a program by that title, that can be licensed to train in companies. It’s a very fun program, teaching sellers how to sit in a buyer’s seat and learn every aspect of how they choose vendors and solutions. […]

Buying Facilitation®: what is it? and how is it different from sales?
Monday, 11 Jan, 2010
Buying Facilitation®: what is it? and how is it different from sales?

I’m so pleased that my trademarked model Buying…

Decision Facilitation: my definition
Monday, 14 Dec, 2009
Decision Facilitation: my definition

I believe I coined the term ‘decision facilitation,’ at least in its present incarnation.  When I developed Buying Facilitation™ in the early 90’s, I defined it as a ‘decision facilitation model used to neutrally (without bias) lead change through the appropriate avenues and levels of buy-in while avoiding disruption.’ When I look at that vintage definition, […]

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 […]

“Dirty Little Secrets” Does the Field Really Need a New Sales Book?
Monday, 12 Oct, 2009
“Dirty Little Secrets” Does the Field Really Need a New Sales Book?

There have been almost as many sales books written as there have been cook books.
But none have ever been written on how to influence, understand, manage, or support the full complement behind-the-scenes, personal/policital and non-need-related elements in a buyer’s decision to purchase.
Sales books manage the solution sale: understanding needs, ‘getting in’, handling cold calls, closing, or objections. Using […]