You hate to cold call, right?  Dale Carnegie taught us (in 1937) that we have to get in front of people to make a sale. In those days, there was no other way.
Yet we’re still listening to him, believing that getting in front of prospects will give us an edge – forgetting, of course, that everyone else […]

I am having a contest! Ready to play? Since my Monday posts are about Buying Facilitation®, and I’ve written so extensively on it, it’s time to put some of your learning into practice. How does Buying Facilitation® fit with the sales model (especially given that both models include managing the buying decision, albeit using very […]

I hope you laughed at this cartoon. Indeed, the cartoon is all-too-accurate: what are we trying to sell our prospects?
We are so busy trying to get them to agree with us and close a sale, that we sometimes don’t know what we are selling.
Are we selling them a solution so they will solve a problem? […]

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 […]

I once told a group that I was going to title a book I’d Close More Sales if it Weren’t for the Buyer. I got a standing ovation! And I assumed I’d get a laugh. That’s like saying ‘I would have had a better birth experience if it weren’t for my mother.’
Why do we assume […]

Think about this: Dale Carnegie is the father of the current selling model. Why would I say that when there are such ‘new’ models as Permission Marketing, or SPIN, or any of the myriad selling techniques that have come along since 1937 when Carnegie published How to Win Friends and Influence People? Why would I […]