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

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

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  1. 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

  2. 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

  3. 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

  4. 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

  5. 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

  6. 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

  7. 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

  8. 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

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