Morgen Facilitations, Inc. - www.newsalesparadigm.com - [email protected] - 512-457-0246
IT'S NOT YOU. IT'S NOT YOUR PRODUCT.
WHAT'S STOPPING YOU FROM CLOSING ALL OF THE SALES YOU SHOULD BE CLOSING?
1
WHAT IF YOU COULD HELP THEM UNDERSTAND HOW TO DECIDE?
WHAT IF YOU COULD FACILITATE THEIR BUYING PROCESS?
IT'S THE HIDDEN PLACE BUYERS GO TO MAKE A BUYING DECISION.
THE BUYING DECISION PROCESS IS DIFFERENT FROM THE PROBLEM RESOLUTION PROCESS.
Buying Decision Funnel
Product Decision Funnel
Buyers Manage Internal Decisions for Buy-In
and Change.
Sellers Support Choices to Resolve Identified Problem
THERE ARE TWO PHASES OF SELLING 2
What’s the problem that needs resolving?
What people, policies, political issues need
consideration?
What are the needs?What problems need resolving?
What product or solution is best?
How to implement it?
Morgen Facilitations, Inc. - www.newsalesparadigm.com - [email protected] - 512-457-0246
Solution
Which stakeholders need to be included? What criteria must be met for their buy-in?
What decisions must be made around current
vendors?
PROBLEMS WITH IGNORING THE BUYING DECISION 3
Without Buying Facilitation With Buying FacilitationClose sale in half the time
Trusted Advisor status on first call
No objections
Communication agreements set early
Product purchase a natural result of solution design and decision facilitation
Prospects discovered, created, omitted on first call
Full range of needs discovered quickly
Protracted sales cycles
Difficulty differentiating
Price/time/need objections
Long, unmanageable silences
Money/time spent on RFPs, product placement, presenting
Time wasted on inappropriate prospects
Leave money on the table
Morgen Facilitations, Inc. - www.newsalesparadigm.com - [email protected] - 512-457-0246
Where are we? How did we get here? What's missing?
How can we resolve our problem with known (familiar) resources?
How do we get buy-in from all elements associated
with Identified Problem?
THE BUYING DECISION HAS MANY COMPLEXITIES
Identify present and historic elements that maintain Identified Problem.Decide if familiar solution provider can resolve Identified Problem.
Decide criteria for choosing new solution provider if necessary. Recognize how to manage problem resolution so
all stakeholders and policies can buy-in without fallout.
Buying Decision Funnel
4
Morgen Facilitations, Inc. - www.newsalesparadigm.com - [email protected] - 512-457-0246
BUYERS AND SELLERS HAVE DIFFERENT JOBS
BUYER
SELLER
All Elements addressedIssues uncoveredProblems defined
Change issues notedDecision makers in agreement
Policies upheld
Appropriate information to manage all unique variables
DecideCollaborateNegotiate
PartnerImplement
5
Morgen Facilitations, Inc. - www.newsalesparadigm.com - [email protected] - 512-457-0246
WHERE DOES ALL THE TIME GO? 6
Morgen Facilitations, Inc. - www.newsalesparadigm.com - [email protected] - 512-457-0246
Initial sales presentation Follow-up visits
Completethe sale
BUYER
SELLER
Complex decision process
CONVENTIONAL SELLING
Facilitated buying decision
BUYER
SELLER
BUYING FACILITATIONCompletethe sale
(Problem-solvingProduct placementand Final close)
WHAT RESULTS CAN YOU EXPECT? 7
Morgen Facilitations, Inc. - www.newsalesparadigm.com - [email protected] - 512-457-0246
Sales close in half the time prospects manage and mitigate decision issues quicklyall stakeholders and hidden criteria discovered from first call
Further time benefitsviable buyers and tire kickers discovered on first call expensive presentations no longer necessarynew prospects generated outside normal demographic
Creating value every visitentire decision team joins first visit
Respond only to winnable RFPsor get invitation to design RFP
Rapidly reach trusted collaborationbecome part of decision team and accelerate discovery
200-600% proven increase over conventional results
WHAT RESULTS CAN YOU EXPECT? 8
Morgen Facilitations, Inc. - www.newsalesparadigm.com - [email protected] - 512-457-0246
Would you rather sell?Or have someone buy?
Sharon Drew Morgen
Morgen Facilitations, Inc.411 Brazos St. #220
Austin TX 78701
512-457-0246
www.newsalesparadigm.com
www.sharondrewmorgen.com
www.buyingfacilitation.com