Category Archives: Buying Facilitation

Is it true that salespeople train prospects to lie?

This blog from Seth Godin nails a few home truths about sales people. If you harass, embarrass, or make a prospect, a real living person lest we forget, feel uncomfortable in your presence; by asking dumb questions; ┬ábeing ‘salesy’; presenting … Continue reading

Posted in Buying Facilitation, Sales, sales training, Uncategorized | Tagged , , | Leave a comment

Collaborate or Compete

I sometimes worry about the amount of metaphors bounded around about doing business and selling. The most usual one is to compare business to sport, we have all done it. Compete to win. Never give up. Go for the knock … Continue reading

Posted in Buying Facilitation, new business agency, Sales, Uncategorized | Tagged , , , , | Leave a comment

Selling is about change

Most people in the business world have pondered what makes a person buy something? Or I assume they have. It’s not the hottest debate in the pub admittedly. Although I expect people in sales and marketing maybe be wondering about … Continue reading

Posted in Buying Facilitation, new business agency, Sales, sales training | Tagged , | Leave a comment

I have the solution – why won’t they buy it?

I’ve always had a nagging question re sales, why do sales people (new business folk) close so few deals. Sharon Drew Morgen developer of Buying Facilitation ┬« explained that I (like everyone else, phew!) have been focusing on selling their … Continue reading

Posted in Buying Facilitation, Marketing, new business agency, Sales | Tagged , , | Leave a comment

Selling doesn’t cause buying. Just saying!

Do you ever wonder where your prospects go when they say they will call you back and don’t? Or when they promise that it is looking good for this month, then go into hiding? Weird isn’t it? You have met … Continue reading

Posted in Buying Facilitation, new business agency, Sales | Tagged , | Leave a comment