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What is Buying Facilitation®?

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Learn what Buying Facilitation® really is and how it can be used to shorten the sales cycle.

Published in: Business, Self Improvement
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What is Buying Facilitation®?

  1. 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. 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. 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. 4. THE BUYER IS NOT STUPID Is the buyer stupid? Is your product inappropriate? Have you crated a bad relationship? NO NO and NO! © 2010, Morgen Facilitations Inc. www.newsalesparadigm.com – sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew
  5. 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. 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. 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. 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. 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. 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. 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. 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. 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. 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. 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. 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. 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. 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. 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. 20. LEARN BUYING FACILITATION™ <ul><li>How to get started learning Buying Facilitation™? </li></ul><ul><li>Click through our choice model to determine your best route. </li></ul><ul><li>Look at  Dirty Little Secrets  to learn more. </li></ul><ul><li>Sign up for the weekly blog post. </li></ul>© 2010, Morgen Facilitations Inc. www.newsalesparadigm.com – sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew
  21. 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

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