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Articles tagged with: Decision Facilitation

Why Open Questions Don’t Work
Monday, 21 Sep, 2009
Why Open Questions Don’t Work

For decades, if not centuries, we’ve written books about, lectured about, and trained about, the virtues of Open Questions.
I’m here to denounce the myth that they are good in all instances: I actually believe they are used most effectively at the back end of the selling/buying cycle and have no role to play in the buying […]

When Does A Buyer Buy?
Monday, 31 Aug, 2009
When Does A Buyer Buy?

Let me say something you’re not going to like: If a buyer truly needed your solution they would have either bought it already or resolved their problem already.
David Sandler called the buyer’s need ‘Pain.’ But think about it: If you broke your arm, would you wait weeks/months/years to get it fixed? Of course not. So […]

Decision Making The Expert Way
Wednesday, 26 Aug, 2009
Decision Making The Expert Way

You all know that my passion is helping people make decisions. I have put my decision facilitation model into sales, but it’s equally at home in any situation in which one person is helping another person decide.
Enter Expert Choice. Expert Choice is a decision facilitation software tool. They offer teams of decision makers “rapid convergence of […]

How To Listen To A Buyer
Monday, 24 Aug, 2009
How To Listen To A Buyer

Until or unless buyers know how to manage the tangles of people and policies that hold their Identified Problem in place, they will not make a purchase no matter how urgent their need or how appropriate your solution.
Because sales unwittingly focuses on the very last stages of the buyer’s buying decision, sellers are trained to listen carefully […]

A Disturbing Book
Friday, 21 Aug, 2009
A Disturbing Book

I got a call today from my good friend Jeff Blackwell, the smart guy behind the SalesPractice.com sales training site. Jeff has been a buddy of mine since years ago, when we connected around adding some of my thinking to his site.
To be fair, Jeff is one of the few folks in the sales field […]

A Case Study In Buying Facilitation®
Monday, 17 Aug, 2009
A Case Study In Buying Facilitation®

I’m at a client site this week (Good Practice), teaching them how to become decision facilitators.  As part of their training, I sit with each of them as they learn to make the phone their friend, and practice Buying Facilitation™ on cold calls.
These sales folks are long-term professionals, responsible for millions of dollars of business annually. Yet they are discovering wholly […]