To learn the full skill set involved in Buying Facilitation®, it is necessary to complete the guided study. the complete Guided Study is necessary. For those of you who merely want to one or two of your sales skills, choose one of these accelerators. If you do purchase an accelerator and decide later you wish to learn the entire Buying Facilitation® process, we will deduct the price of the accelerator from the purchase price of the Guided Study program.
If you have questions, call or write us and we’ll help you think through your choices.
1. How do you sell? How do buyers buy?
2. What makes a buyer buy?
3. The Buying Environment
4. Phases of a buying decision
5. Facilitative Questions
6. Prospecting
7. Working with Gatekeepers
8. Pitches
9. Presentations: when,how, and why to get the right people involved
10. Price: avoiding objections and positioning cost
A sample from a module. (click to enlarge)
1. How do you sell? How do buyers buy?
The sales model facilitates a purchasing decision, but doesn’t have the capability to facilitate the behind-the-scenes issues buyers must manage before they can make a purchase. In this module, you will learn to recognize all of the specific skills you use in your sales effect and how they play against how buying decisions get made. This is a good beginner’s module.
2. What makes a buyer buy?
This module helps you understand what needs to happen within a buying environment that sales is not privy to.
3. The Buying Environment
What is going on that buyers must manage before they can buy? Who needs to be involved in a buying decision? Do you know everyone you must get on board? This module will open your eyes to what’s really going on and give you tools to bring the right people together.
4. Phases of a buying decision.
Learn the elements and steps of how buying decisions happen and how you can facilitate them from your position as a seller.
5. Facilitative Questions
These are a unique form of question that have no bias and lead thinking and decisions from the inside out. They have no bias and are based on systemic change, not on any solution sale or manipulation. Buyers must bring together their Buying Decision Teams before a purchase. Using Facilitative Questions will help buyers buy.
6. Prospecting
How do you know someone is a prospect on the first call – or not a prospect? Learn how to tell the difference, and how to help strangers become prospects. Increase your prospecting pool, decrease your time wastage.
7. Working with Gatekeepers
Every person you speak with is a gatekeeper. How can you help them all determine to support you in helping them be excellent? This module gives you tools to help gatekeepers choose the right people for you to speak with and help you help them. It will get rid of resistance. Remember: gates go both ways; gatekeepers must let the right people in. Let that be you. Every person you speak with is a gatekeeper. How can you help them all determine to support you in helping them be excellent? This module gives you tools to help gatekeepers choose the right people for you to speak with and help you help them. It will get rid of resistance. Remember: gates go both ways; gatekeepers must let the right people in. Let that be you.
8. Pitches
How do you know who to pitch to, what to pitch, or when? Learn how to create the right pitch for the right people at the right time.
9. Presentations: when,how, and why to get the right people involved.
Are you merely presenting the information about your solution? Why? In this module you will learn how to get the right folks at the meeting, get them to determine their buying criteria and what they need from you, and how present specific data for specific buying decisions.
10. Price: avoiding objections and positioning cost
Once buyers are bought in to working with you, and everyone who will touch the solution is in agreement, you will lower your risk of hearing objections. This module will give you tools to get buy-in from the right people.