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Articles tagged with: prospect

Prospects Aren’t Really Prospects
Monday, 1 Feb, 2010
Prospects Aren’t Really Prospects

Sales has a goal: find a prospect with a need and sell a solution. You can call it anything you want, use all of the fancy terms about serving your client, be a Trusted Advisor or a Relationship Manager, do whatever you can to understand need and make nice. But at the end of the day, your […]

Purchasing a solution is the last thing a buyer does
Friday, 4 Dec, 2009
Purchasing a solution is the last thing a buyer does

Someone who has read one of my early books told me she thought that Buying Facilitation™ was a type of consultative sales model. It’s far from it. Here is why.
Traditional Sales, spearheaded by Dale Carnegie in his book How to Win Friends and Influence People, published in 1937, is about the product sale. How to position […]