The time it takes buyers to come up with their own answers is the length of the sales cycle. Morgen Facilitations, Inc. - www.newsalesparadigm.com - sdm@austin.rr.com - 512-457-0246 © 2007, Morgen Facilitations Inc. -Sharon Drew Morgen

Buyers don't need your product; they need a business solution. Morgen Facilitations, Inc. - www.newsalesparadigm.com - sdm@austin.rr.com - 512-457-0246 © 2007, Morgen Facilitations Inc. -Sharon Drew Morgen

Information doesn't teach someone how to make a decision. Morgen Facilitations, Inc. - www.newsalesparadigm.com - sdm@austin.rr.com - 512-457-0246 © 2007, Morgen Facilitations Inc. -Sharon Drew Morgen

Sales treats an Identified Problem as an isolated event, rather than part of a system that has maintained it and integrated it over time. Morgen Facilitations, Inc. - www.newsalesparadigm.com - sdm@austin.rr.com - 512-457-0246 © 2007, Morgen Facilitations Inc. -Sharon Drew Morgen

Lost sales are not the fault of the buyer, the seller, or the product; the sales model is broken. Morgen Facilitations, Inc. - www.newsalesparadigm.com - sdm@austin.rr.com - 512-457-0246 © 2007, Morgen Facilitations Inc. -Sharon Drew Morgen

Selling involves needs assessment and product placement; Buying Facilitation involves helping buyers make the internal decisions necessary that will help them change without disruption. Morgen Facilitations, Inc. - www.newsalesparadigm.com - sdm@austin.rr.com - 512-457-0246 © 2007, Morgen Facilitations Inc. -Sharon Drew Morgen

Until or unless the internal issues that created the problem are managed so that disruption will not occur, buyers won't buy. Morgen Facilitations, Inc. - www.newsalesparadigm.com - sdm@austin.rr.com - 512-457-0246 © 2007, Morgen Facilitations Inc. -Sharon Drew Morgen

Knowing how customers decide doesn't accelerate their decision making. Morgen Facilitations, Inc. - www.newsalesparadigm.com - sdm@austin.rr.com - 512-457-0246 © 2007, Morgen Facilitations Inc. -Sharon Drew Morgen

If buyers don’t decide to buy, it doesn't matter what you are selling, how good you are, or how great your presentation. Morgen Facilitations, Inc. - www.newsalesparadigm.com - sdm@austin.rr.com - 512-457-0246 © 2007, Morgen Facilitations Inc. -Sharon Drew Morgen

Buyers won't buy until they amend the people and policy issues that hold their status quo in place. Morgen Facilitations, Inc. - www.newsalesparadigm.com - sdm@austin.rr.com - 512-457-0246 © 2007, Morgen Facilitations Inc. -Sharon Drew Morgen

Morgen Facilitations, Inc. - www.newsalesparadigm.com - sdm@austin.rr.com - 512-457-0246 © 2007, Morgen Facilitations Inc. Would you rather sell? Or have someone buy? Morgen Facilitations, Inc. 411 Brazos St. #220 Austin TX 78701 512-457-0246 [email_address] www.newsalesparadigm.com www.sharondrewmorgen.com www.buyingfacilitation.com Developer of Buying Facilitation Method® Author of Selling with Integrity Sharon Drew Morgen