A method and tool for assisting a sales person in identifying and managing buying decision issues where decision facilitation tools are provided either in a computer-based application, card based question set, or a PDA tree-based application device that will assist a sales person in correcting a sales problem in the field the moment it occurs, and managing the communication,
decision making, rapport, and
collaboration elements necessary for a buyer to make a buying decision and choose one particular vendor (i.e. the seller). Upon identifying these factors, the computer-based application, card based question set, or PDA tree-based application provides sets of decision and risk factors where the sales person is able to evaluate the
risk level of the sales call to determine whether further assistance from the sales person is needed. Upon determining that a sales situation is at high risk of not closing or being time extended, the card, booklet, or PDA provides examples of Facilitative Questions that the sales person can use based on the specific buying decision issues that have not been managed.