{"id":1431,"date":"2014-08-18T19:34:26","date_gmt":"2014-08-18T19:34:26","guid":{"rendered":"http:\/\/buyingfacilitation.com\/blog\/?p=1431"},"modified":"2014-09-01T12:29:42","modified_gmt":"2014-09-01T12:29:42","slug":"close-low-hanging-fruit-know","status":"publish","type":"post","link":"http:\/\/buyingfacilitation.com\/blog\/close-low-hanging-fruit-know\/","title":{"rendered":"We Close Only The Low Hanging Fruit. Do You Know Why?"},"content":{"rendered":"<p style=\"text-align: justify;\">80% of your prospects will buy a solution similar to yours within 2 years of your connection, but not from you; your relationship-building, price breaks, marketing campaigns, etc. are irrelevant until they have their ducks in a row and are ready to bring in a solution. Indeed: the time it takes buyers to manage changes they\u2019ll face from bringing in your solution is the length of the sales cycle. \u00a0And you\u2019re not helping them manage the change.<\/p>\n<p style=\"text-align: justify;\">A purchase is the last thing a buyer needs. But since sales only addresses the solution placement portion &#8211; the last steps &#8211; of a buyer\u2019s journey, sellers have no control over the comprehensive change management issues that precede a solution choice.<\/p>\n<p style=\"text-align: justify;\">We sit and wait, and are unfortunately out of control, as buyers: decide between an external solution, a current provider, or an internal workaround; get buy-in from all relevant touch points; manage any potential disruption. And so we close only the low hanging fruit when they call to buy after they\u2019ve completed their behind-the-scenes elements &#8211; and we\u2019re totally at effect of their timing.<\/p>\n<p style=\"text-align: justify;\">It doesn\u2019t have to be that way. It\u2019s possible to enter earlier and help them address the many issues that must be handled between an idea and a purchase.<\/p>\n<p style=\"text-align: justify;\">I developed Buying Facilitation\u00ae to manage that problem for my own sales team. It\u2019s a decision facilitation tool that helps buyers address all issues they must address internally to get consensus and manage change. My clients with 8 figure solutions brought 3 year sales cycles down to 4 months; smaller solutions from, say, 6 months to one month, and avoided presentations and RFPs.<\/p>\n<p style=\"text-align: justify;\">Buying Facilitation\u00ae employs a novel listening system, a new form of question, and uses the decision points of change to facilitate the systems issues buyers need to address: should the HR person share budget with L&amp;D? Is the merger going to meld departments? Sales doesn\u2019t get involved with these issues, yet these are the issues that affect buying.<\/p>\n<p style=\"text-align: justify;\">We can help buyers manage these issues and either make or expunge a buyer very quickly. Let me teach you a new skill set \u2013 if you want real control over your pipeline and don\u2019t want to merely wait for the low hanging fruit.<br \/>\n<a href=\"mailto:sharondrew@sharondrewmorgen.com\">sharondrew@sharondrewmorgen.com<\/a>\u00a0 \u00a0 \u00a0<a href=\"http:\/\/www.buyingfacilitation.com\">www.buyingfacilitation.com<\/a><\/p>\n<p><strong>\u00a0<\/strong><\/p>\n","protected":false},"excerpt":{"rendered":"<p>80% of your prospects will buy a solution similar to yours within 2 years of your connection, but not from you; your relationship-building, price breaks, marketing campaigns, etc. are irrelevant until they have their ducks in a row and are ready to bring in a solution. Indeed: the time it takes buyers to manage changes [&hellip;]<\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_exactmetrics_skip_tracking":false,"_exactmetrics_sitenote_active":false,"_exactmetrics_sitenote_note":"","_exactmetrics_sitenote_category":0,"footnotes":""},"categories":[24],"tags":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v23.5 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>We Close Only The Low Hanging Fruit. Do You Know Why? - buyingfacilitation.com\/blog<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"http:\/\/buyingfacilitation.com\/blog\/close-low-hanging-fruit-know\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"We Close Only The Low Hanging Fruit. Do You Know Why? - buyingfacilitation.com\/blog\" \/>\n<meta property=\"og:description\" content=\"80% of your prospects will buy a solution similar to yours within 2 years of your connection, but not from you; your relationship-building, price breaks, marketing campaigns, etc. are irrelevant until they have their ducks in a row and are ready to bring in a solution. Indeed: the time it takes buyers to manage changes [&hellip;]\" \/>\n<meta property=\"og:url\" content=\"http:\/\/buyingfacilitation.com\/blog\/close-low-hanging-fruit-know\/\" \/>\n<meta property=\"og:site_name\" content=\"buyingfacilitation.com\/blog\" \/>\n<meta property=\"article:published_time\" content=\"2014-08-18T19:34:26+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2014-09-01T12:29:42+00:00\" \/>\n<meta name=\"author\" content=\"Sharon Drew\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:creator\" content=\"@sharondrew\" \/>\n<meta name=\"twitter:site\" content=\"@sharondrew\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Sharon Drew\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"2 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"WebPage\",\"@id\":\"http:\/\/buyingfacilitation.com\/blog\/close-low-hanging-fruit-know\/\",\"url\":\"http:\/\/buyingfacilitation.com\/blog\/close-low-hanging-fruit-know\/\",\"name\":\"We Close Only The Low Hanging Fruit. Do You Know Why? - buyingfacilitation.com\/blog\",\"isPartOf\":{\"@id\":\"http:\/\/buyingfacilitation.com\/blog\/#website\"},\"datePublished\":\"2014-08-18T19:34:26+00:00\",\"dateModified\":\"2014-09-01T12:29:42+00:00\",\"author\":{\"@id\":\"http:\/\/buyingfacilitation.com\/blog\/#\/schema\/person\/856fb80fa68ceae6a66b0b9c056fd11c\"},\"breadcrumb\":{\"@id\":\"http:\/\/buyingfacilitation.com\/blog\/close-low-hanging-fruit-know\/#breadcrumb\"},\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"ReadAction\",\"target\":[\"http:\/\/buyingfacilitation.com\/blog\/close-low-hanging-fruit-know\/\"]}]},{\"@type\":\"BreadcrumbList\",\"@id\":\"http:\/\/buyingfacilitation.com\/blog\/close-low-hanging-fruit-know\/#breadcrumb\",\"itemListElement\":[{\"@type\":\"ListItem\",\"position\":1,\"name\":\"Home\",\"item\":\"http:\/\/buyingfacilitation.com\/blog\/\"},{\"@type\":\"ListItem\",\"position\":2,\"name\":\"We Close Only The Low Hanging Fruit. Do You Know Why?\"}]},{\"@type\":\"WebSite\",\"@id\":\"http:\/\/buyingfacilitation.com\/blog\/#website\",\"url\":\"http:\/\/buyingfacilitation.com\/blog\/\",\"name\":\"buyingfacilitation.com\/blog\",\"description\":\"Buying Facilitation\",\"potentialAction\":[{\"@type\":\"SearchAction\",\"target\":{\"@type\":\"EntryPoint\",\"urlTemplate\":\"http:\/\/buyingfacilitation.com\/blog\/?s={search_term_string}\"},\"query-input\":{\"@type\":\"PropertyValueSpecification\",\"valueRequired\":true,\"valueName\":\"search_term_string\"}}],\"inLanguage\":\"en-US\"},{\"@type\":\"Person\",\"@id\":\"http:\/\/buyingfacilitation.com\/blog\/#\/schema\/person\/856fb80fa68ceae6a66b0b9c056fd11c\",\"name\":\"Sharon Drew\",\"image\":{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"http:\/\/buyingfacilitation.com\/blog\/#\/schema\/person\/image\/\",\"url\":\"http:\/\/2.gravatar.com\/avatar\/59a9d20a04fd5ed42ae52e76c9726cd5?s=96&d=mm&r=g\",\"contentUrl\":\"http:\/\/2.gravatar.com\/avatar\/59a9d20a04fd5ed42ae52e76c9726cd5?s=96&d=mm&r=g\",\"caption\":\"Sharon Drew\"},\"url\":\"http:\/\/buyingfacilitation.com\/blog\/author\/sharon-drew\/\"}]}<\/script>\n<!-- \/ Yoast SEO plugin. -->","yoast_head_json":{"title":"We Close Only The Low Hanging Fruit. Do You Know Why? - buyingfacilitation.com\/blog","robots":{"index":"index","follow":"follow","max-snippet":"max-snippet:-1","max-image-preview":"max-image-preview:large","max-video-preview":"max-video-preview:-1"},"canonical":"http:\/\/buyingfacilitation.com\/blog\/close-low-hanging-fruit-know\/","og_locale":"en_US","og_type":"article","og_title":"We Close Only The Low Hanging Fruit. Do You Know Why? - buyingfacilitation.com\/blog","og_description":"80% of your prospects will buy a solution similar to yours within 2 years of your connection, but not from you; your relationship-building, price breaks, marketing campaigns, etc. are irrelevant until they have their ducks in a row and are ready to bring in a solution. Indeed: the time it takes buyers to manage changes [&hellip;]","og_url":"http:\/\/buyingfacilitation.com\/blog\/close-low-hanging-fruit-know\/","og_site_name":"buyingfacilitation.com\/blog","article_published_time":"2014-08-18T19:34:26+00:00","article_modified_time":"2014-09-01T12:29:42+00:00","author":"Sharon Drew","twitter_card":"summary_large_image","twitter_creator":"@sharondrew","twitter_site":"@sharondrew","twitter_misc":{"Written by":"Sharon Drew","Est. reading time":"2 minutes"},"schema":{"@context":"https:\/\/schema.org","@graph":[{"@type":"WebPage","@id":"http:\/\/buyingfacilitation.com\/blog\/close-low-hanging-fruit-know\/","url":"http:\/\/buyingfacilitation.com\/blog\/close-low-hanging-fruit-know\/","name":"We Close Only The Low Hanging Fruit. Do You Know Why? - buyingfacilitation.com\/blog","isPartOf":{"@id":"http:\/\/buyingfacilitation.com\/blog\/#website"},"datePublished":"2014-08-18T19:34:26+00:00","dateModified":"2014-09-01T12:29:42+00:00","author":{"@id":"http:\/\/buyingfacilitation.com\/blog\/#\/schema\/person\/856fb80fa68ceae6a66b0b9c056fd11c"},"breadcrumb":{"@id":"http:\/\/buyingfacilitation.com\/blog\/close-low-hanging-fruit-know\/#breadcrumb"},"inLanguage":"en-US","potentialAction":[{"@type":"ReadAction","target":["http:\/\/buyingfacilitation.com\/blog\/close-low-hanging-fruit-know\/"]}]},{"@type":"BreadcrumbList","@id":"http:\/\/buyingfacilitation.com\/blog\/close-low-hanging-fruit-know\/#breadcrumb","itemListElement":[{"@type":"ListItem","position":1,"name":"Home","item":"http:\/\/buyingfacilitation.com\/blog\/"},{"@type":"ListItem","position":2,"name":"We Close Only The Low Hanging Fruit. Do You Know Why?"}]},{"@type":"WebSite","@id":"http:\/\/buyingfacilitation.com\/blog\/#website","url":"http:\/\/buyingfacilitation.com\/blog\/","name":"buyingfacilitation.com\/blog","description":"Buying Facilitation","potentialAction":[{"@type":"SearchAction","target":{"@type":"EntryPoint","urlTemplate":"http:\/\/buyingfacilitation.com\/blog\/?s={search_term_string}"},"query-input":{"@type":"PropertyValueSpecification","valueRequired":true,"valueName":"search_term_string"}}],"inLanguage":"en-US"},{"@type":"Person","@id":"http:\/\/buyingfacilitation.com\/blog\/#\/schema\/person\/856fb80fa68ceae6a66b0b9c056fd11c","name":"Sharon Drew","image":{"@type":"ImageObject","inLanguage":"en-US","@id":"http:\/\/buyingfacilitation.com\/blog\/#\/schema\/person\/image\/","url":"http:\/\/2.gravatar.com\/avatar\/59a9d20a04fd5ed42ae52e76c9726cd5?s=96&d=mm&r=g","contentUrl":"http:\/\/2.gravatar.com\/avatar\/59a9d20a04fd5ed42ae52e76c9726cd5?s=96&d=mm&r=g","caption":"Sharon Drew"},"url":"http:\/\/buyingfacilitation.com\/blog\/author\/sharon-drew\/"}]}},"_links":{"self":[{"href":"http:\/\/buyingfacilitation.com\/blog\/wp-json\/wp\/v2\/posts\/1431"}],"collection":[{"href":"http:\/\/buyingfacilitation.com\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/buyingfacilitation.com\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/buyingfacilitation.com\/blog\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"http:\/\/buyingfacilitation.com\/blog\/wp-json\/wp\/v2\/comments?post=1431"}],"version-history":[{"count":2,"href":"http:\/\/buyingfacilitation.com\/blog\/wp-json\/wp\/v2\/posts\/1431\/revisions"}],"predecessor-version":[{"id":1599,"href":"http:\/\/buyingfacilitation.com\/blog\/wp-json\/wp\/v2\/posts\/1431\/revisions\/1599"}],"wp:attachment":[{"href":"http:\/\/buyingfacilitation.com\/blog\/wp-json\/wp\/v2\/media?parent=1431"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/buyingfacilitation.com\/blog\/wp-json\/wp\/v2\/categories?post=1431"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/buyingfacilitation.com\/blog\/wp-json\/wp\/v2\/tags?post=1431"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}