A Trail Of Dead Sales People

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A TRAIL OF DEAD SALES PEOPLE:when do buyers finally show up?
Presented by: Sharon Drew Morgen
www.newsalesparadigm.com - sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew
© 2010, Morgen Facilitations Inc.

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Technology makes information available to all

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The job of sales
Sales only handles one aspect of the buyer’s journey:
Needs assessment and solution placement
Content and solution driven

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The shifting role of sellers
Knowing need is not enough:
Buyers understand need, know choices
Buying journey stages unknown
Technology taking over our jobs
Brought in too late
Marketers finding inappropriate leads

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Sales activities
MEET Prepare, qualify, discovery;
GREET target person, seek appointment, discuss needs/solution;
DATA develop presentation, position solution details, pitch;
MANAGE develop and manage relationships, meet the team, follow up
NEGOTIATE solution relevance/details, price, buying process, competition
CLOSE unique details re implementation/price, contracts.

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Technology taking over our jobs

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What can prospects do on line?
MEET qualify themselves, discover vendor choices
GREET put together their Buying Decision Team, call us when ready
DATA all data available online
MANAGE make their own decisions
NEGOTIATE chooses vendor and defines the terms
CLOSE may/may not be done online

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What happens when technology takes over?
Takes over much of solution placement activity
Reduces sales job to responding to online activities
Deletes much of influencing and persuading activities
Marketing taking over lead generation

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What is a seller’s job now?
Managing leads from marketing
Following buyers online activity
Closing and negotiating
Taking calls from informed buyers.
Creating relationships with few buying team members
Reduced to merely correcting misconceptions, highlighting important bits, making relevant
Can't make appointments until vital decisions already made

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Fallout to new buying
50% of sellers not meeting quota
Personal relationships play a smaller role
No control or influence over choices
Brought in late in the sales cycle/little impact
Buyers showing up with choices made
Marketing bringing in quantity, not quality
High percentage of second meetings dropped

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The missing piece in the buying decision journey

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Add a new skill and become an important resource
Add a decision facilitation front-end to sales
Help buyers line up decision issues outside of technology
Become a true Trusted Advisor and come in earlier
Technology not in this area yet
Influence the buying decision journey
Get onto Buying Decision Team
Change management model, not sales

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What is Buying Facilitation™?
Buying Facilitation™ is a decision facilitation model that leads buyers through their off-line, behind-the-scenes decision issues that they need to manage internally to ensure they elicit the necessary buy-in prior to choosing a solution or vendor.
Not sales but adds a new skill set
Helps buyers navigate through change issues
Decision facilitation focus, not solution choice

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Different skills necessary
Listening for systems
Not gathering data; be GPS
Encourage group decision making
Avoid solution discussion until decisions made
Facilitate decision making, not influencing purchase
Change management focus first; solution placement last

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Journey to success
1. Make contact from marketing lead (or cold call, etc.)
2. Start facilitating decision making, not seeking appointment or discussing solution
3. Lead buyers through their decision making issues
4. Help buyers set up Buying Decision Team
5. Help buyers notice buy-in problems
6. Suggest sites, solutions, problem management choices
7. Agree how to move forward, together

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Would you rather sell? Or have someone buy?
Morgen Facilitations, Inc.411 Brazos St. #220Austin TX 78701
512-457-0246
sharondrew@newsalesparadigm.com
www.newsalesparadigm.com
www.sharondrewmorgen.com
www.buyingfacilitation.com
www.dirtylittlesecretsbook.com
www.facilitatingbuyin.com
Developer of Buying Facilitation™Author of Selling with Integrity & Dirty Little Secrets
Sharon Drew Morgen
Twitter: @sharondrew – LinkedIn: http://www.linkedin.com/in/sharondrewmorgen

A Trail Of Dead Sales People

by Sharon Drew Morgen on Sep 15, 2010

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A Trail Of Dead Sales People — Presentation Transcript