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BUYING FACLITATION™ What is Buying Facilitation™? And why should I learn it? www.newsalesparadigm.com –  sharondrew@newsalesparadigm.com -  512-457-0246 -  @sharondrew © 2010, Morgen Facilitations Inc.
CLOSING SALES Are you closing all the sales  you should be closing? WHY NOT? © 2010, Morgen Facilitations Inc. www.newsalesparadigm.com –  sharondrew@newsalesparadigm.com -  512-457-0246 -  @sharondrew
SALES IS NOT ENOUGH Sales has a  7% closing rate. © 2010, Morgen Facilitations Inc. www.newsalesparadigm.com –  sharondrew@newsalesparadigm.com -  512-457-0246 -  @sharondrew
THE BUYER IS NOT STUPID Is the buyer stupid? Is your product inappropriate? Have you created a bad relationship? NO NO and NO! © 2010, Morgen Facilitations Inc. www.newsalesparadigm.com –  sharondrew@newsalesparadigm.com -  512-457-0246 -  @sharondrew
You are wasting  93%   of your time.  What’s the problem? © 2010, Morgen Facilitations Inc. THE SALES MODEL IS INEFFICIENT www.newsalesparadigm.com –  sharondrew@newsalesparadigm.com -  512-457-0246 -  @sharondrew
THE SALES MODEL IS INCOMPLETE It’s not you. It’s the sales model. © 2010, Morgen Facilitations Inc. www.newsalesparadigm.com –  sharondrew@newsalesparadigm.com -  512-457-0246 -  @sharondrew
A NEW SKILL SET © 2010, Morgen Facilitations Inc. www.newsalesparadigm.com –  sharondrew@newsalesparadigm.com -  512-457-0246 -  @sharondrew BUYING FACILITATION™ SALES Behind-the-scenes, offline decisions Needs analysis Decision navigation Solution placement
GETTING BUY-IN Buyers must get buy-in from peers, have discussions with other department heads, manage vendor issues.  It’s private. Sales can’t help. © 2010, Morgen Facilitations Inc. www.newsalesparadigm.com –  sharondrew@newsalesparadigm.com -  512-457-0246 -  @sharondrew
BUYING FACILITATION™ IS NOT SALES How does Buying Facilitation™ differ from sales? © 2010, Morgen Facilitations Inc. www.newsalesparadigm.com –  sharondrew@newsalesparadigm.com -  512-457-0246 -  @sharondrew
BUYING FACILITATION™ FIRST, THEN SALES Buying Facilitation™ is based on helping buyers navigate through their issues, largely unrelated to the problem you can resolve. © 2010, Morgen Facilitations Inc. www.newsalesparadigm.com –  sharondrew@newsalesparadigm.com -  512-457-0246 -  @sharondrew
PROBLEMS WITH IGNORING THE BUYING DECISION  © 2010, Morgen Facilitations Inc. www.newsalesparadigm.com –  sharondrew@newsalesparadigm.com -  512-457-0246 -  @sharondrew Without Buying Facilitation™ With Buying Facilitation™ Protracted sales cycles Close sale in half the time Difficulty differentiating Trusted Advisor status on first call Price/time/need objections No objections Long, unmanageable silences Communication agreements set early Money/time spent on RFPs, product placement, presenting Product purchase a natural result of solution design and decision facilitation Time wasted on inappropriate prospects Prospects discovered, created, omitted on first call Leave money on the table Full range of needs discovered quickly
IT’S NOT ABOUT THE NEED RULE:  Until buyers manage all of their private behind-the-scenes decision issues that are unique and idiosyncratic, they will do nothing. © 2010, Morgen Facilitations Inc. www.newsalesparadigm.com –  sharondrew@newsalesparadigm.com -  512-457-0246 -  @sharondrew
CHAIN OF EVENTS BUYING FACILITATION™ Step one:  Lead discovery: what would excellence look like? Step two:  Have prospect discover all internal factions that maintains status quo. Step three:  Become part of the Buying Decision Team. Step four:  Help buyers recognize the status quo and reorganize around a new solution. SALES Step five:  gather the appropriate data to see how your solution would fit and serve. Step six:  discuss your solution in detail, using the buyer’s buying criteria, and introduced in a way that will teach the buyer how to manage the internal politics. © 2010, Morgen Facilitations Inc. www.newsalesparadigm.com –  sharondrew@newsalesparadigm.com -  512-457-0246 -  @sharondrew
THE LONG SALES CYCLE If you are not using Buying Facilitation™, buyers take  8x  longer to figure out their internal buying steps. © 2010, Morgen Facilitations Inc. www.newsalesparadigm.com –  sharondrew@newsalesparadigm.com -  512-457-0246 -  @sharondrew
SALES WASTES TIME If you are not using Buying Facilitation™ you are following prospects who won't close, and ignoring folks who will. © 2010, Morgen Facilitations Inc. www.newsalesparadigm.com –  sharondrew@newsalesparadigm.com -  512-457-0246 -  @sharondrew
SALES CREATES OBJECTIONS If you are not using Buying Facilitation™ buyers can't differentiate you, will have price objections, not choose you. © 2010, Morgen Facilitations Inc. www.newsalesparadigm.com –  sharondrew@newsalesparadigm.com -  512-457-0246 -  @sharondrew
BUYERS MUST DECIDE HOW TO BUY FIRST It's not a choice: buyers must do this anyway - with you or without you. © 2010, Morgen Facilitations Inc. www.newsalesparadigm.com –  sharondrew@newsalesparadigm.com -  512-457-0246 -  @sharondrew
THE LENGTH OF THE SALES CYCLE The time it take buyers to come up with their own answers is the length of the sales cycle. © 2010, Morgen Facilitations Inc. www.newsalesparadigm.com –  sharondrew@newsalesparadigm.com -  512-457-0246 -  @sharondrew
BUYING FACILITATION™ AND SALES Would you rather sell? Or have someone buy?  They are two different activities. © 2010, Morgen Facilitations Inc. www.newsalesparadigm.com –  sharondrew@newsalesparadigm.com -  512-457-0246 -  @sharondrew
LEARN BUYING FACILITATION™ ,[object Object],[object Object],[object Object],[object Object],© 2010, Morgen Facilitations Inc. www.newsalesparadigm.com –  sharondrew@newsalesparadigm.com -  512-457-0246 -  @sharondrew
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 www.dirtylittlesecretsbook.com Developer of Buying Facilitation™ Author of  Selling with Integrity  &   Dirty Little Secrets  Sharon Drew Morgen CONTACT DATA © 2010, Morgen Facilitations Inc. www.newsalesparadigm.com –  sharondrew@newsalesparadigm.com -  512-457-0246 -  @sharondrew

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What is Buying Facilitation®?

  • 1. BUYING FACLITATION™ What is Buying Facilitation™? And why should I learn it? www.newsalesparadigm.com – sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew © 2010, Morgen Facilitations Inc.
  • 2. CLOSING SALES Are you closing all the sales you should be closing? WHY NOT? © 2010, Morgen Facilitations Inc. www.newsalesparadigm.com – sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew
  • 3. SALES IS NOT ENOUGH Sales has a 7% closing rate. © 2010, Morgen Facilitations Inc. www.newsalesparadigm.com – sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew
  • 4. THE BUYER IS NOT STUPID Is the buyer stupid? Is your product inappropriate? Have you created a bad relationship? NO NO and NO! © 2010, Morgen Facilitations Inc. www.newsalesparadigm.com – sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew
  • 5. You are wasting 93% of your time. What’s the problem? © 2010, Morgen Facilitations Inc. THE SALES MODEL IS INEFFICIENT www.newsalesparadigm.com – sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew
  • 6. THE SALES MODEL IS INCOMPLETE It’s not you. It’s the sales model. © 2010, Morgen Facilitations Inc. www.newsalesparadigm.com – sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew
  • 7. A NEW SKILL SET © 2010, Morgen Facilitations Inc. www.newsalesparadigm.com – sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew BUYING FACILITATION™ SALES Behind-the-scenes, offline decisions Needs analysis Decision navigation Solution placement
  • 8. GETTING BUY-IN Buyers must get buy-in from peers, have discussions with other department heads, manage vendor issues. It’s private. Sales can’t help. © 2010, Morgen Facilitations Inc. www.newsalesparadigm.com – sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew
  • 9. BUYING FACILITATION™ IS NOT SALES How does Buying Facilitation™ differ from sales? © 2010, Morgen Facilitations Inc. www.newsalesparadigm.com – sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew
  • 10. BUYING FACILITATION™ FIRST, THEN SALES Buying Facilitation™ is based on helping buyers navigate through their issues, largely unrelated to the problem you can resolve. © 2010, Morgen Facilitations Inc. www.newsalesparadigm.com – sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew
  • 11. PROBLEMS WITH IGNORING THE BUYING DECISION © 2010, Morgen Facilitations Inc. www.newsalesparadigm.com – sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew Without Buying Facilitation™ With Buying Facilitation™ Protracted sales cycles Close sale in half the time Difficulty differentiating Trusted Advisor status on first call Price/time/need objections No objections Long, unmanageable silences Communication agreements set early Money/time spent on RFPs, product placement, presenting Product purchase a natural result of solution design and decision facilitation Time wasted on inappropriate prospects Prospects discovered, created, omitted on first call Leave money on the table Full range of needs discovered quickly
  • 12. IT’S NOT ABOUT THE NEED RULE: Until buyers manage all of their private behind-the-scenes decision issues that are unique and idiosyncratic, they will do nothing. © 2010, Morgen Facilitations Inc. www.newsalesparadigm.com – sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew
  • 13. CHAIN OF EVENTS BUYING FACILITATION™ Step one:  Lead discovery: what would excellence look like? Step two:  Have prospect discover all internal factions that maintains status quo. Step three:  Become part of the Buying Decision Team. Step four:  Help buyers recognize the status quo and reorganize around a new solution. SALES Step five:  gather the appropriate data to see how your solution would fit and serve. Step six:  discuss your solution in detail, using the buyer’s buying criteria, and introduced in a way that will teach the buyer how to manage the internal politics. © 2010, Morgen Facilitations Inc. www.newsalesparadigm.com – sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew
  • 14. THE LONG SALES CYCLE If you are not using Buying Facilitation™, buyers take 8x longer to figure out their internal buying steps. © 2010, Morgen Facilitations Inc. www.newsalesparadigm.com – sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew
  • 15. SALES WASTES TIME If you are not using Buying Facilitation™ you are following prospects who won't close, and ignoring folks who will. © 2010, Morgen Facilitations Inc. www.newsalesparadigm.com – sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew
  • 16. SALES CREATES OBJECTIONS If you are not using Buying Facilitation™ buyers can't differentiate you, will have price objections, not choose you. © 2010, Morgen Facilitations Inc. www.newsalesparadigm.com – sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew
  • 17. BUYERS MUST DECIDE HOW TO BUY FIRST It's not a choice: buyers must do this anyway - with you or without you. © 2010, Morgen Facilitations Inc. www.newsalesparadigm.com – sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew
  • 18. THE LENGTH OF THE SALES CYCLE The time it take buyers to come up with their own answers is the length of the sales cycle. © 2010, Morgen Facilitations Inc. www.newsalesparadigm.com – sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew
  • 19. BUYING FACILITATION™ AND SALES Would you rather sell? Or have someone buy? They are two different activities. © 2010, Morgen Facilitations Inc. www.newsalesparadigm.com – sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew
  • 20.
  • 21. 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 www.dirtylittlesecretsbook.com Developer of Buying Facilitation™ Author of Selling with Integrity & Dirty Little Secrets Sharon Drew Morgen CONTACT DATA © 2010, Morgen Facilitations Inc. www.newsalesparadigm.com – sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew