Download - What is Buying Facilitation®?
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BUYING FACLITATION™
What is Buying Facilitation™?
And why should I learn it?
www.newsalesparadigm.com – [email protected] - 512-457-0246 - @sharondrew© 2010, Morgen Facilitations Inc.
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CLOSING SALES
Are you closing all the sales you should be closing?
WHY NOT?
© 2010, Morgen Facilitations Inc.www.newsalesparadigm.com – [email protected] - 512-457-0246 - @sharondrew
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SALES IS NOT ENOUGH
Sales has a
7%closing rate.
© 2010, Morgen Facilitations Inc.www.newsalesparadigm.com – [email protected] - 512-457-0246 - @sharondrew
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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 – [email protected] - 512-457-0246 - @sharondrew
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You are wasting 93% of your time.
What’s the problem?
© 2010, Morgen Facilitations Inc.
THE SALES MODEL IS INEFFICIENT
www.newsalesparadigm.com – [email protected] - 512-457-0246 - @sharondrew
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THE SALES MODEL IS INCOMPLETE
It’s not you. It’s the sales model.
© 2010, Morgen Facilitations Inc.www.newsalesparadigm.com – [email protected] - 512-457-0246 - @sharondrew
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A NEW SKILL SET
© 2010, Morgen Facilitations Inc.
BUYING FACILITATION™ SALES
Behind-the-scenes, offline decisions Needs analysis
Decision navigation Solution placement
www.newsalesparadigm.com – [email protected] - 512-457-0246 - @sharondrew
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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 – [email protected] - 512-457-0246 - @sharondrew
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BUYING FACILITATION™ IS NOT SALES
How does Buying Facilitation™differ from sales?
© 2010, Morgen Facilitations Inc.www.newsalesparadigm.com – [email protected] - 512-457-0246 - @sharondrew
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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 – [email protected] - 512-457-0246 - @sharondrew
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PROBLEMS WITH IGNORING THE BUYING DECISION
© 2010, Morgen Facilitations Inc.
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
www.newsalesparadigm.com – [email protected] - 512-457-0246 - @sharondrew
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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 – [email protected] - 512-457-0246 - @sharondrew
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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.
SALESStep 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 – [email protected] - 512-457-0246 - @sharondrew
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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 – [email protected] - 512-457-0246 - @sharondrew
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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 – [email protected] - 512-457-0246 - @sharondrew
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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 – [email protected] - 512-457-0246 - @sharondrew
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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 – [email protected] - 512-457-0246 - @sharondrew
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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 – [email protected] - 512-457-0246 - @sharondrew
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BUYING FACILITATION™ AND SALES
Would you rather sell?Or have someone buy?
They are two different activities.
© 2010, Morgen Facilitations Inc.www.newsalesparadigm.com – [email protected] - 512-457-0246 - @sharondrew
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LEARN BUYING FACILITATION™
How to get started learning Buying Facilitation™?
1.Click through our choice model to determine your best route.
2.Look at Dirty Little Secrets to learn more.
3.Sign up for the weekly blog post.
© 2010, Morgen Facilitations Inc.www.newsalesparadigm.com – [email protected] - 512-457-0246 - @sharondrew
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Would you rather sell? Or have someone buy?
Morgen Facilitations, Inc.411 Brazos St. #220
Austin TX 78701
512-457-0246
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 MorgenSharon Drew Morgen
CONTACT DATA
© 2010, Morgen Facilitations Inc.www.newsalesparadigm.com – [email protected] - 512-457-0246 - @sharondrew