There’s three kinds of people that you could try and sell to: There’s the qualified buyer, the unqualified buyer, and then there’s the buyer you shouldn’t

Far too often, we take a very cut and dry approach when dealing with a buyer: “You have problem X. Solving problem X is what

You can make building a profitable business easy, or difficult. And the best way to keep it easy, is to recognise the three different stages

A couple of years ago, I was talking to an entrepreneur – and as any good consultant would know, one of my first questions was:

How do you feel, when the time comes to ask for the sale? Most people feel all kinds of tense and conflicted. They don’t know

You may have heard me talk in the past about the importance of rephrasing or restating a buyer’s problem – the idea behind it, that