By Sharon Drew Morgen - Buying Facilitation® is a selling system that I developed 20 years ago. It assumes that before buyers consider resolving an Identified Problem, it must ensure that the underlying system that has created and maintained the need is left in tact. Before buying, buyers must make sure their internal system their people, policies, initiatives, current vendor relationships buys-in to change, and doesnt face major disruption as a result. Thats where they go when they say Ill call you back. They do this anyway but its a mysterious route that takes them quite a bit of time to figure out. Buying Facilitation® gives you the tools to help buyers figure this out. It works with the phases that brains go through as they make new decisions, and a new form of question that leads buyers through the sequences of their decision process. It sits on top of sales, as an add on to placing a solution. Add Buying Facilitation® to your sales skills: help buyers close in ½ the time (as they recognize their decision criteria and know how to move forward), get rid of inappropriate prospects on the first call, and expand your prospect base to reach those who need your product but didnt know how to buy. Our current selling model is only 10% effective because we have omitted this step: buyers will do it with you or without you. It might as well be with you.

Added Date:

12 October 2009

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01:41

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