WHAT'S STOPPING YOU FROM CLOSING ALL OF THE SALES YOU SHOULD BE CLOSING?

IT'S NOT YOU. IT'S NOT YOUR PRODUCT. IT'S THE HIDDEN PLACE BUYERS GO TO MAKE A BUYING DECISION.

THE BUYING DECISION PROCESS IS DIFFERENT FROM THE PROBLEM RESOLUTION PROCESS.

WHAT IF YOU COULD HELP THEM UNDERSTAND HOW TO DECIDE? WHAT IF YOU COULD FACILITATE THEIR BUYING PROCESS?

Morgen Facilitations, Inc. - www.newsalesparadigm.com - sdm@austin.rr.com - 512-457-0246

THERE ARE TWO PHASES OF SELLING

Whats the problem that needs resolving? Buying Decision Funnel
Buyers Manage Internal Decisions for Buy-In and Change.

Which stakeholders need to be included? What criteria must be met for their buy-in? What decisions must be made around current vendors?

What people, policies, political issues need consideration?

Solution

What are the needs? What problems need resolving?

Sellers Support Choices to Resolve Identified Problem

What product or solution is best? How to implement it?

Product Decision Funnel

Morgen Facilitations, Inc. - www.newsalesparadigm.com - sdm@austin.rr.com - 512-457-0246

PROBLEMS WITH IGNORING THE BUYING DECISION

Without Buying Facilitation

Protracted sales cycles

With Buying Facilitation

Close sale in half the time

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

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

Morgen Facilitations, Inc. - www.newsalesparadigm.com - sdm@austin.rr.com - 512-457-0246

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.
Where are we? How did we get here? What's missing?
How can we resolve our problem with known (familiar) resources?
Buying Decision Funnel

How do we get buy-in from all elements associated with Identified Problem?

Morgen Facilitations, Inc. - www.newsalesparadigm.com - sdm@austin.rr.com - 512-457-0246

BUYERS AND SELLERS HAVE DIFFERENT JOBS All Elements addressed Issues uncovered Problems defined Change issues noted Decision makers in agreement Policies upheld

BUYER

SELLER

Decide Collaborate Negotiate Partner Implement

Appropriate information to manage all unique variables

Morgen Facilitations, Inc. - www.newsalesparadigm.com - sdm@austin.rr.com - 512-457-0246

WHERE DOES ALL THE TIME GO?

CONVENTIONAL SELLING
Initial sales presentation Follow-up visits Complete the sale

SELLER BUYER
Complex decision process

BUYING FACILITATION
Facilitated buying decision Complete (Problem-solving the sale Product placement
and Final close)

SELLER BUYER

Morgen Facilitations, Inc. - www.newsalesparadigm.com - sdm@austin.rr.com - 512-457-0246

WHAT RESULTS CAN YOU EXPECT?

200-600% proven increase over conventional results

Sales close in half the time prospects manage and mitigate decision issues quickly

all stakeholders and hidden criteria discovered from first call viable buyers and tire kickers discovered on first call expensive presentations no longer necessary new prospects generated outside normal demographic entire decision team joins first visit or get invitation to design RFP

Further time benefits

Creating value every visit

Respond only to winnable RFPs

Rapidly reach trusted collaboration

become part of decision team and accelerate discovery

Morgen Facilitations, Inc. - www.newsalesparadigm.com - sdm@austin.rr.com - 512-457-0246

WHAT RESULTS CAN YOU EXPECT?

Sharon Drew Morgen

Would you rather sell? Or have someone buy? Morgen Facilitations, Inc. 411 Brazos St. #220 Austin TX 78701

512-457-0246
sdm@austin.rr.com www.newsalesparadigm.com www.sharondrewmorgen.com www.buyingfacilitation.com

Morgen Facilitations, Inc. - www.newsalesparadigm.com - sdm@austin.rr.com - 512-457-0246