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Buying Facilitation® is a Method not just a term
Monday, 9 Aug, 2010
Buying Facilitation® is a Method not just a term

Twenty five years ago, as part of my lifelong study of how brains make decisions, I realized that new decisions shift the status quo. All decisions, therefore, are basically change management problems.
Before new decisions get made, the status quo – the underlying system of rules, beliefs, relationships, etc. – must buy-in to the proposed change or it will resist and push back. And the time it […]

Integrity in the sales field: don’t steal my term
Tuesday, 3 Aug, 2010
Integrity in the sales field: don’t steal my term

As my Buying Facilitation™ material becomes more widely accepted, my terminology – once derided, ignored, and scoffed at – is now becoming commonplace. Words and terms that I coined and wrote about decades ago – decision facilitation, Buying Facilitation™, the buyer’s journey, the buying decision process, how buyer’s buy – are now part of the sales parlance. […]