{"id":5621,"date":"2023-07-11T17:41:41","date_gmt":"2023-07-11T17:41:41","guid":{"rendered":"https:\/\/buyingfacilitation.com\/blog\/?page_id=5621"},"modified":"2023-07-13T13:29:35","modified_gmt":"2023-07-13T13:29:35","slug":"how-buyers-buy","status":"publish","type":"page","link":"https:\/\/buyingfacilitation.com\/blog\/how-buyers-buy\/","title":{"rendered":"How Buyers Buy"},"content":{"rendered":"<p style=\"font-weight: 400;\">Until now, sales programs focus on selling, on placing solutions, assuming if sellers find people with \u2018need\u2019 they\u2019ll buy with a good solution and good pitch. Yet only 5% of prospects buy. What\u2019s going on? People don\u2019t self-identify as buyers until they\u2019ve managed their internal, idiosyncratic change management process, until they\u2019ve:<\/p>\n<ul style=\"font-weight: 400;\">\n<li>assembled all the right stakeholders to understand the full problem set;<\/li>\n<li>tried workarounds;<\/li>\n<li>understand the risk of change to their culture;<\/li>\n<li>bought-in to change.<\/li>\n<\/ul>\n<p style=\"font-weight: 400;\">The sales model alone doesn\u2019t address this and waits for self-identified buyers to show up. Indeed, sellers don\u2019t fully understand what\u2019s going on behind the scenes. But now they can.<\/p>\n<p style=\"font-weight: 400;\">Sharon-Drew Morgen, the originator of Buying Facilitation\u00ae, now offers a 2-day program based on understanding how buyers buy. With fun exercises and role plays, learners become buyers to experience the elements they must address to self-identify as buyers. This program is available for license.<\/p>\n<p style=\"font-weight: 400;\">Contact Sharon-Drew for details.<br \/>\n<span style=\"color: #ff0000;\"><strong><a style=\"color: #ff0000;\" href=\"mailto:sharondrew@sharondrewmorgen.com\">sharondrew@sharondrewmorgen.com<\/a><\/strong><\/span><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Until now, sales programs focus on selling, on placing solutions, assuming if sellers find people with \u2018need\u2019 they\u2019ll buy with a good solution and good pitch. Yet only 5% of prospects buy. What\u2019s going on? People don\u2019t self-identify as buyers until they\u2019ve managed their internal, idiosyncratic change management process, until they\u2019ve: assembled all the right [&hellip;]<\/p>\n","protected":false},"author":2,"featured_media":0,"parent":0,"menu_order":0,"comment_status":"closed","ping_status":"closed","template":"","meta":{"_exactmetrics_skip_tracking":false,"_exactmetrics_sitenote_active":false,"_exactmetrics_sitenote_note":"","_exactmetrics_sitenote_category":0,"footnotes":""},"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v23.5 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>How Buyers Buy - 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=\"https:\/\/buyingfacilitation.com\/blog\/how-buyers-buy\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"How Buyers Buy - buyingfacilitation.com\/blog\" \/>\n<meta property=\"og:description\" content=\"Until now, sales programs focus on selling, on placing solutions, assuming if sellers find people with \u2018need\u2019 they\u2019ll buy with a good solution and good pitch. Yet only 5% of prospects buy. What\u2019s going on? People don\u2019t self-identify as buyers until they\u2019ve managed their internal, idiosyncratic change management process, until they\u2019ve: assembled all the right [&hellip;]\" \/>\n<meta property=\"og:url\" content=\"https:\/\/buyingfacilitation.com\/blog\/how-buyers-buy\/\" \/>\n<meta property=\"og:site_name\" content=\"buyingfacilitation.com\/blog\" \/>\n<meta property=\"article:modified_time\" content=\"2023-07-13T13:29:35+00:00\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:site\" content=\"@sharondrew\" \/>\n<meta name=\"twitter:label1\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data1\" content=\"1 minute\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"WebPage\",\"@id\":\"https:\/\/buyingfacilitation.com\/blog\/how-buyers-buy\/\",\"url\":\"https:\/\/buyingfacilitation.com\/blog\/how-buyers-buy\/\",\"name\":\"How Buyers Buy - buyingfacilitation.com\/blog\",\"isPartOf\":{\"@id\":\"http:\/\/buyingfacilitation.com\/blog\/#website\"},\"datePublished\":\"2023-07-11T17:41:41+00:00\",\"dateModified\":\"2023-07-13T13:29:35+00:00\",\"breadcrumb\":{\"@id\":\"https:\/\/buyingfacilitation.com\/blog\/how-buyers-buy\/#breadcrumb\"},\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"ReadAction\",\"target\":[\"https:\/\/buyingfacilitation.com\/blog\/how-buyers-buy\/\"]}]},{\"@type\":\"BreadcrumbList\",\"@id\":\"https:\/\/buyingfacilitation.com\/blog\/how-buyers-buy\/#breadcrumb\",\"itemListElement\":[{\"@type\":\"ListItem\",\"position\":1,\"name\":\"Home\",\"item\":\"http:\/\/buyingfacilitation.com\/blog\/\"},{\"@type\":\"ListItem\",\"position\":2,\"name\":\"How Buyers Buy\"}]},{\"@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\"}]}<\/script>\n<!-- \/ Yoast SEO plugin. -->","yoast_head_json":{"title":"How Buyers Buy - 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":"https:\/\/buyingfacilitation.com\/blog\/how-buyers-buy\/","og_locale":"en_US","og_type":"article","og_title":"How Buyers Buy - buyingfacilitation.com\/blog","og_description":"Until now, sales programs focus on selling, on placing solutions, assuming if sellers find people with \u2018need\u2019 they\u2019ll buy with a good solution and good pitch. 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