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For salespeople and buyers alike, Dirty Little Secrets offers a change management model to assist in garnering the buy-in necessary for a buying decision. The sales model focuses on needs assessment and solution placement. Dirty Little Secrets introduces Buying Facilitation™ - a decision facilitation model that helps navigate through the behind-the-scenes issues buyers must contend with before they can make a purchase. Dirty Little Secrets identifies and resolves the 10 steps common to all buying scenarios, including:gathering a buying-decision team; exploring the status quo; exploring work-arounds; seeking familiar fix; agreeing to an external solution; defining the steps to ensure total buy-in from all stakeholders; managing internal-change issues; strategizing with regard to money, time, personnel and implementation issues; moving forward to choose a solution; final purchase. The book offers in-depth case study that highlights every angle of a sale – from buying decisions and the sales strategy, using 'sales' and using Buying Facilitation™ - to understand exactly what goes into a buying decision and where/why sales fail.

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