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Articles tagged with: Decision Facilitation

What Is Buying Facilitation®?
Monday, 10 Aug, 2009
What Is Buying Facilitation®?

What is the difference between selling and helping someone buy?
A lot. But not what you think.
When I began talking about helping buyers buy in 1988, people thought I was a little nuts (and what does that have to do with anything?). I persisted, and finally, about 3 or4 years ago, people began using the phrase […]

It’s Not The Economy: It’s Your Selling Patterns
Monday, 20 Jul, 2009
It’s Not The Economy: It’s Your Selling Patterns

Buyers buy using their own buying patterns. Unfortunately, sellers lose a lot of business by using their own selling patterns: if the seller’s selling patterns don’t match the buyer’s buying patterns, there will be no sale, regardless of the proximity of the seller’s solution to the buyer’s need.
With so much confusion and risk management slowing down sales, maybe it’s time […]

Decision Facilitation: Influencing The Offline Decisions
Friday, 17 Jul, 2009
Decision Facilitation: Influencing The Offline Decisions

Lately, I’ve heard a few folks using the term that I have been using for 20: decision facilitation.
But what, exactly, does that mean?
Since I suspect there is a good chance I was the person who first put those particular words together – especially in the sales field – I’d like to offer my definition.
Sales manages […]

Tony Parinello Is A VITO
Wednesday, 1 Jul, 2009
Tony Parinello Is A VITO

My friend Tony is such a lovely blend of New Yorker, Buddhist, and smart, funny guy. Did I say he’s really REALLY smart?  He’s the person who coined the term VITO and wrote the series starting with Getting to VITO But he himself is a VERY IMPORTANT TOP OFFICER. To be honest, I’m a bit jealous of […]

Why Are Questions Important?
Wednesday, 24 Jun, 2009
Why Are Questions Important?

Since 1989, I’ve been writing about, teaching, and extolling the virtues of questions. Although I’ve developed a new form of question (the Facilitative Question) that uses Decision Facilitation and brain sequencing to help folks recognize all layers of criteria that need to be met to make a new decision
(Facilitative Questions don’t gather data: they help […]

Change Perfectly
Thursday, 18 Jun, 2009
Change Perfectly

When it comes to ‘change’, few people know how to get it right. Indeed, so many very smart people and consulting groups work with the change first, the assumption being that if you give people good, rational data as to why they need to change, how and what they need to change, and a route […]