Your SlideShare is downloading. ×
Sis thu 1045 sharon morgen
Upcoming SlideShare
Loading in...5
×

Thanks for flagging this SlideShare!

Oops! An error has occurred.

×
Saving this for later? Get the SlideShare app to save on your phone or tablet. Read anywhere, anytime – even offline.
Text the download link to your phone
Standard text messaging rates apply

Sis thu 1045 sharon morgen

256

Published on

0 Comments
0 Likes
Statistics
Notes
  • Be the first to comment

  • Be the first to like this

No Downloads
Views
Total Views
256
On Slideshare
0
From Embeds
0
Number of Embeds
1
Actions
Shares
0
Downloads
17
Comments
0
Likes
0
Embeds 0
No embeds

Report content
Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel
No notes for slide

Transcript

  • 1. CLOSING CLOSING THIS MONTH NEXT MONTH WHO KNOWS WAIT INC. WAITLONGER INC. WAITFOREVER INC. Copyright © 2011 Morgen Facilitations Inc.
  • 2. Open Gather Data Data Share Follow Up CloseCopyright © 2011 Morgen Facilitations Inc.
  • 3. Copyright © 2011 Morgen Facilitations Inc.
  • 4. Copyright © 2011 Morgen Facilitations Inc.
  • 5. Copyright © 2011 Morgen Facilitations Inc.
  • 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. 80% 7%10% 97.5%.675% 17% Copyright © 2011 Morgen Facilitations Inc.
  • 8. A purchase cannot disrupt the system A problem is not an isolated event
  • 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. Copyright © 2011 Morgen Facilitations Inc.
  • 11. Rules of a system:• everything within buys in to same rules Copyright © 2011 Morgen Facilitations Inc.
  • 12. Rules of a system:• the problem is not recognized as a problem Copyright © 2011 Morgen Facilitations Inc.
  • 13. Rules of a system:• won’t change if disruption larger than pain Copyright © 2011 Morgen Facilitations Inc.
  • 14. Rules of a system:• would have been resolved if possible Copyright © 2011 Morgen Facilitations Inc.
  • 15. Rules of a system:• stated need will be incomplete unless all who touchthe solution add their unique criteria
  • 16. Rules of a system:• change can’t cause disruption or no purchase,regardless of need Copyright © 2011 Morgen Facilitations Inc.
  • 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. *internal note: redoing this
  • 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. 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. Copyright © 2011 Morgen Facilitations Inc.
  • 22. Buyers Must: Copyright © 2011 Morgen Facilitations Inc.
  • 23. We will never understand.We are not part of their system. Copyright © 2011 Morgen Facilitations Inc.
  • 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. 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. Copyright © 2011 Morgen Facilitations Inc.
  • 27. Copyright © 2011 Morgen Facilitations Inc.
  • 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!

×