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Articles tagged with: Dirty Little Secrets

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 […]

Why Buyers Can’t Buy And Sellers Can’t Sell
Monday, 22 Jun, 2009
Why Buyers Can’t Buy And Sellers Can’t Sell

Help me write my new book on helping buyers buy and sellers sell.
I am in the throws of doing final edits on my new book The Dirty Little Secret: why buyers can’t buy and sellers can’t sell and what to do about it and would love you to read a chapter. Many of you have […]

Why is a 90% failure rate ok?
Monday, 8 Jun, 2009
Why is a 90% failure rate ok?

As I’m doing the final rewrites on my new book out Oct 15, 2009, Dirty Little Secrets: why buyers can’t buy and sellers can’t sell and what you can do about it, I realized how many times I’ve mentioned my frustration with the failure of the sales model: it actually builds in a 90% failure […]