Lately, I’ve noticed folks using the term buyer facilitation. While I can make a good guess that the term is a version of Buying Facilitation®, it is being used in a ’sales’ context. So maybe, the term is to be used in conjunction with Buying Facilitation®. After all, the buyer must manage both the internal decision issues and the need-related decision issues before a purchase happens.

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Buyers have two identifiable responsibilities:

• maneuver through their internal, behind-the-scenes buy-in issues to ensure a trouble-free change process, and
• choose a solution that will address their stakeholder’s criteria for systems excellence while maintaining the integrity of the system.

Sales addresses one of these jobs, but not the other. In fact, we’ve never been taught the skills to help with the off-line issues buyers address: as per the explanations and skills offered in my new book Dirty Little Secrets, helping buyers maneuver through their off-line buy-in issues requires a wholly different skill set.

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