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WHAT'S STOPPING YOU FROM CLOSING ALL OF THE SALES YOU SHOULD BE CLOSING?. 1. 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.

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Presentation Transcript
slide1

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

1

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

slide2

2

THERE ARE TWO PHASES OF SELLING

What’s the problem that needs resolving?

Which stakeholders need to be included? What criteria must be met for their buy-in?

Buying Decision Funnel

Buyers Manage Internal Decisions for Buy-In and Change.

What people, policies, political issues need consideration?

What decisions must be made around current vendors?

Solution

What product or solution is best?

How to implement it?

What are the needs?

What problems need resolving?

Sellers Support Choices to Resolve Identified Problem

Product Decision Funnel

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

slide3

3

PROBLEMS WITH IGNORING THE BUYING DECISION

Without Buying Facilitation

With Buying Facilitation

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

Close 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

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

slide4

4

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?

How do we get buy-in from

all elements associated

with Identified

Problem?

Buying Decision Funnel

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

slide5

5

BUYERS AND SELLERS HAVE DIFFERENT JOBS

All Elements addressed

Issues uncovered

Problems defined

Change issues noted

Decision makers in agreement

Policies upheld

BUYER

DecideCollaborateNegotiate PartnerImplement

SELLER

Appropriate information to manage all unique variables

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

slide6

6

WHERE DOES ALL THE TIME GO?

CONVENTIONAL SELLING

Completethe sale

Initial sales presentation

Follow-up visits

SELLER

BUYER

Complex decision process

BUYING FACILITATION

Facilitated buying decision

Completethe sale

(Problem-solvingProduct placement

and Final close)

SELLER

BUYER

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

slide7

7

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
  • Further time benefits viable buyers and tire kickers discovered on first call  expensive presentations no longer necessary new prospects generated outside normal demographic
  • Creating value every visit entire decision team joins first visit
  • Respond only to winnable RFPs or get invitation to design RFP
  • 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

slide8

8

WHAT RESULTS CAN YOU EXPECT?

Sharon Drew Morgen

Morgen Facilitations, Inc.411 Brazos St. #220Austin TX 78701

512-457-0246

sdm@austin.rr.com

www.newsalesparadigm.com

www.sharondrewmorgen.com

www.buyingfacilitation.com

Would you rather sell?

Or have someone buy?

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