Buyers and Their Elephants

What have elephants got to do with selling? Well, when we make decisions, the tussle between our logical and irrational thought processes is like a rider controlling their elephant!

How to use the hidden power of Value Discovery.

Research 'discovery in sales,' and you will learn a lot about needs discovery. But about value discovery? Not so much. But do Value Discovery and you will have a host of silver bullets!

The Seller Code of Conduct

Sellers consistently rank at the bottom in surveys of trusted professions, reflecting the 'typical' seller stereotype no doubt. Well, that's not me. I stand for the Seller Code of Conduct.

How to Beat the Shortlist in every Sale

Understanding what a Prospect needs may, at best, help you make their shortlist. But you want win the sale. Right? Well, Needs Discovery won't help you with that. You need to do a Value Discovery.