Transforming Sales Through Buying Facilitation

www.newsalesparadigm.com - sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew © 2010, Morgen Facilitations Inc. Presented by: Sharon Drew Morgen What’s the difference between a newspaper and sales?

How are people getting news? www.newsalesparadigm.com - sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew © 2010, Morgen Facilitations Inc. ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],http://www.pewinternet.org/Reports/2010/Online-News/Summary-of-Findings.aspx

? In 10 years… How many of you think there will still be newspapers in 10 years? Why? Why not? www.newsalesparadigm.com - sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew © 2010, Morgen Facilitations Inc.

Sales activities ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],www.newsalesparadigm.com - sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew © 2010, Morgen Facilitations Inc.

What can prospects do on line? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],www.newsalesparadigm.com - sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew © 2010, Morgen Facilitations Inc.

What happens when technology takes over? ,[object Object],[object Object],[object Object],[object Object],www.newsalesparadigm.com - sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew © 2010, Morgen Facilitations Inc.

What is a seller’s job now? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],www.newsalesparadigm.com - sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew © 2010, Morgen Facilitations Inc.

LeadFormix as an example: ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],www.newsalesparadigm.com - sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew © 2010, Morgen Facilitations Inc.

Fallout to new buying ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],www.newsalesparadigm.com - sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew © 2010, Morgen Facilitations Inc.

Add a new skill and become an important resource ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],www.newsalesparadigm.com - sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew © 2010, Morgen Facilitations Inc.

What is Buying Facilitation™? ,[object Object],[object Object],[object Object],www.newsalesparadigm.com - sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew © 2010, Morgen Facilitations Inc. 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.

Different skills necessary ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],www.newsalesparadigm.com - sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew © 2010, Morgen Facilitations Inc.

The 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, with technology www.newsalesparadigm.com - sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew © 2010, Morgen Facilitations Inc.

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 www.facilitatingbuyin.com Developer of Buying Facilitation™ Author of Selling with Integrity & Dirty Little Secrets Sharon Drew Morgen Would you rather sell? Or have someone buy? Twitter: @sharondrew – LinkedIn: http://www.linkedin.com/in/sharondrewmorgen © 2010, Morgen Facilitations Inc.

Transforming Sales Through Buying Facilitation

Recommended

Recommended

More Related Content

What's hot

What's hot (9)

Similar to Transforming Sales Through Buying Facilitation

Similar to Transforming Sales Through Buying Facilitation (20)

Recently uploaded

Recently uploaded (20)

Transforming Sales Through Buying Facilitation