CLOSING                      CLOSING               THIS MONTH                  NEXT MONTH          WHO KNOWS WAIT INC.   W...
Open       Gather Data       Data Share        Follow Up               CloseCopyright © 2011 Morgen Facilitations Inc.
Copyright © 2011 Morgen Facilitations Inc.
Copyright © 2011 Morgen Facilitations Inc.
Copyright © 2011 Morgen Facilitations Inc.
Sales Enablement  Buy-In, Change Management,                                   Needs Analysis,   Behind-The-Scenes, Privat...
80%                                                 7%10%                                                   97.5%.675%    ...
A purchase cannot disrupt the system  A problem is not an isolated event
The pain of a problem   is more tolerable than   the pain of disruption.  Until or unless a buyer getsappropriate buy-in f...
Copyright © 2011 Morgen Facilitations Inc.
Rules of a system:• everything within buys in to same rules           Copyright © 2011 Morgen Facilitations Inc.
Rules of a system:• the problem is not recognized as a problem            Copyright © 2011 Morgen Facilitations Inc.
Rules of a system:• won’t change if disruption larger than pain             Copyright © 2011 Morgen Facilitations Inc.
Rules of a system:• would have been resolved if possible         Copyright © 2011 Morgen Facilitations Inc.
Rules of a system:• stated need will be incomplete unless all who touchthe solution add their unique criteria
Rules of a system:• change can’t cause disruption or no purchase,regardless of need              Copyright © 2011 Morgen F...
We are:• entering too soon in the buying journey,• treating ‘needs’ as if isolated events rather than part of functionings...
*internal note: redoing this
Buying Facilitation® definedBuying Facilitation® is a decision facilitation model thatteaches buyers how to recognize and ...
Sales Enablement  Buy-In, Change Management,                                   Needs Analysis,   Behind-The-Scenes, Privat...
Copyright © 2011 Morgen Facilitations Inc.
Buyers Must:          Copyright © 2011 Morgen Facilitations Inc.
We will never understand.We are not part of their system.       Copyright © 2011 Morgen Facilitations Inc.
But we can act as Neutral Navigators and be a GPS system to lead them  through their confusing journey.            Copyrig...
Enter the buying decision path earlier with:                                                                           Buy...
Copyright © 2011 Morgen Facilitations Inc.
Copyright © 2011 Morgen Facilitations Inc.
Sharon Drew Morgen                      Developer of the Buying Facilitation Method®         Author of NYT Bestseller Sell...
Sis thu 1045 sharon morgen
Sis thu 1045 sharon morgen
Sis thu 1045 sharon morgen
Sis thu 1045 sharon morgen
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Sis thu 1045 sharon morgen

  1. 1. CLOSING CLOSING THIS MONTH NEXT MONTH WHO KNOWS WAIT INC. WAITLONGER INC. WAITFOREVER INC. Copyright © 2011 Morgen Facilitations Inc.
  2. 2. Open Gather Data Data Share Follow Up CloseCopyright © 2011 Morgen Facilitations Inc.
  3. 3. Copyright © 2011 Morgen Facilitations Inc.
  4. 4. Copyright © 2011 Morgen Facilitations Inc.
  5. 5. Copyright © 2011 Morgen Facilitations Inc.
  6. 6. Sales Enablement Buy-In, Change Management, Needs Analysis, Behind-The-Scenes, Private Solution ChoiceDecision Facilitation Sales Step 1 Step 2 Copyright © 2011 Morgen Facilitations Inc.
  7. 7. 80% 7%10% 97.5%.675% 17% Copyright © 2011 Morgen Facilitations Inc.
  8. 8. A purchase cannot disrupt the system A problem is not an isolated event
  9. 9. The pain of a problem is more tolerable than the pain of disruption. Until or unless a buyer getsappropriate buy-in for change and knows how to managechange when a solution enters they will do nothing. Copyright © 2011 Morgen Facilitations Inc.
  10. 10. Copyright © 2011 Morgen Facilitations Inc.
  11. 11. Rules of a system:• everything within buys in to same rules Copyright © 2011 Morgen Facilitations Inc.
  12. 12. Rules of a system:• the problem is not recognized as a problem Copyright © 2011 Morgen Facilitations Inc.
  13. 13. Rules of a system:• won’t change if disruption larger than pain Copyright © 2011 Morgen Facilitations Inc.
  14. 14. Rules of a system:• would have been resolved if possible Copyright © 2011 Morgen Facilitations Inc.
  15. 15. Rules of a system:• stated need will be incomplete unless all who touchthe solution add their unique criteria
  16. 16. Rules of a system:• change can’t cause disruption or no purchase,regardless of need Copyright © 2011 Morgen Facilitations Inc.
  17. 17. We are:• entering too soon in the buying journey,• treating ‘needs’ as if isolated events rather than part of functioningsystem,• ignoring pre-purchase behind-the-scenes, political, andrelationship issues,• acting as if have completed change management,• ignoring buyer’s reality: the time it takes for the entire BuyingDecision Team to form and buy-in is the length of the sales cycle,• ignoring decision facilitation to help traverse buying decision path Copyright © 2011 Morgen Facilitations Inc.
  18. 18. *internal note: redoing this
  19. 19. Buying Facilitation® definedBuying Facilitation® is a decision facilitation model thatteaches buyers how to recognize and manage all of thebehind-the-scenes, backend, off-line issues they mustaddress to get the buy-in necessary to bring in a newsolution and avoid disruption. It is a change managementmodel and systems based. Copyright © 2011 Morgen Facilitations Inc.
  20. 20. Sales Enablement Buy-In, Change Management, Needs Analysis, Behind-The-Scenes, Private Solution ChoiceBuying Facilitation® Sales Step 1 Step 2 Copyright © 2011 Morgen Facilitations Inc.
  21. 21. Copyright © 2011 Morgen Facilitations Inc.
  22. 22. Buyers Must: Copyright © 2011 Morgen Facilitations Inc.
  23. 23. We will never understand.We are not part of their system. Copyright © 2011 Morgen Facilitations Inc.
  24. 24. But we can act as Neutral Navigators and be a GPS system to lead them through their confusing journey. Copyright © 2011 Morgen Facilitations Inc.
  25. 25. Enter the buying decision path earlier with: Buying Facilitation® change management systems thinking focus on the buying decision path Also enter the decision path earlier in search, marketing automation, and lead scoring. Copyright © 2011 Morgen Facilitations Inc.
  26. 26. Copyright © 2011 Morgen Facilitations Inc.
  27. 27. Copyright © 2011 Morgen Facilitations Inc.
  28. 28. Sharon Drew Morgen Developer of the Buying Facilitation Method® Author of NYT Bestseller Selling with Integrity & Dirty Little Secrets NewSalesParadigm.com sharondrew@newsalesparadigm.com (512) 457-0246 Copyright © 2011 Morgen Facilitations Inc.No Muppets were harmed in this presentation. © Thank you to the characters of: Sesame Street copyright of Sesame Workshop Muppets copyright of TheMuppets Studio Used for illustrative purposes only. The Muppets are not affiliated with Morgen Facilitations Inc., though we are very grateful for their help!
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