{"id":543,"date":"2014-03-27T04:41:41","date_gmt":"2014-03-27T04:41:41","guid":{"rendered":"http:\/\/buyingfacilitation.com\/blog\/?p=543"},"modified":"2014-03-27T04:54:39","modified_gmt":"2014-03-27T04:54:39","slug":"think-box-buying-facilitation","status":"publish","type":"post","link":"https:\/\/buyingfacilitation.com\/blog\/think-box-buying-facilitation\/","title":{"rendered":"Think Out of the Box with Buying Facilitation\u00ae"},"content":{"rendered":"\"OutsideTheBox\"<\/a>\n

There has always been a divergence between how seller\u2019s sell and how buyer\u2019s buy. That problem is the bane of a sales professional\u2019s existence. For decades, I have been closing that gap by training the Buying Facilitation\u00ae model I’ve developed to sellers to help buyers facilitate their beginning-to-end buy path – from<\/p>\n

\u2022 idea, to
\n\u2022 assembling the Buying Decision Team, to
\n\u2022 deciding to make a purchase, to
\n\u2022 choosing a vendor<\/p>\n

and help them manage the change they must address before they can purchase anything. My clients have learned to close a lot more business, much faster, regardless of their industries, countries, solutions, and price points.<\/p>\n

BUYING FACILITATION\u00ae CLOSES THE BUYER-SELLER GAP<\/p>\n

But it has been struggle for sellers to recognize that the efficacy of their solution, the relationship with the buyer, the strength of their presentation or pitch or pricing is not enough; at the end of the day, a buying decision is a change management problem and the very last thing buyers do \u2013 when everything else is aligned \u2013 is make a purchase.<\/p>\n

Buyers must address behind-the-scenes political, relationship, strategic, and personal issues going on in their status quo before they can return to the seller to commit. And the sales model does not handle this. It\u2019s the length of the sales cycle. It\u2019s why buyers disappear. It\u2019s why sellers sit and wait and hope and keep specious pipelines.<\/p>\n

Buying Facilitation\u00ae is becoming more accepted these days as the primary vehicle to facilitate the buying decision path as an add-on to sales. There has been an article in Forbes that mentions that the sales model has it wrong by only focusing on solution placement and ignoring the buy path that\u2019s change management based. The Rapid Learning Institute just came out with findings that discuss a gap between buying and selling.<\/p>\n

And at the end of the day, it\u2019s becoming just too expensive to maintain a 90%+ failure rate \u2013 which is mitigated when Buying Facilitation\u00ae brings together the whole Buying Decision Team within 2 calls, or creates conference calls in which the seller can direct the participants to those decisions they must make if they believe change (and a purchase) would create excellence. Using Buying Facilitation\u00ae removes those prospects who won\u2019t buy and speeds up those who will. And when Buying Facilitation\u00ae gets the right people on board to make the right decisions and gets buy-in, then sellers use their sales skills.<\/p>\n

HOW TO LEARN ABOUT BUYING FACILITATION\u00ae<\/p>\n

For those of you who want to hear me explain Buying Facilitation\u00ae in full, here is an interview I did last week with Willis Turner, head of SMEI, on his blogralkradio. Enjoy it. https:\/\/smei.site-ym.com\/news\/165524\/Selling-Doesnt-Cause-Buying.htm <\/a><\/p>\n

For those of you who want to hear me live, join me in beautiful San Juan Puerto Rico as i speak at their Out Of The Box SMEI conference on April 3\/4. http:\/\/www.smepr.org\/index.php?src=gendocs&ref=Day1ThursdayApril32014&category=Conference2014 <\/a><\/p>\n

For those of you wishing some on-line learning, I\u2019m just completing an on-line learning program and look forward to announcing it. For those of you who wish a Guided Study<\/a> program, take a look at this.<\/p>\n

If you want to read articles about facilitating change, buying decisions, decision making, and listening, please visit www.sharondrewmorgen.com<\/a>. My models on decision facilitation and consensus management are well represented there. For those of you who seek a provocative, demanding, annoying, and out-of-the-box keynote speaker, check out www.buyingfacilitation.com<\/a>.You’ll find all of the books I’ve written on the topic, as well as training programs.<\/p>\n

I\u2019m the visionary in the sales field, given I\u2019ve been teaching sales folks how to facilitate the behind-the-scenes buying decision path since the 1980s. I know it\u2019s taken many in the sales field some time to recognize the necessary decisions buyers must make outside of their purview and the sales model doesn\u2019t handle. But now it\u2019s time. Now it\u2019s time to add Buying Facilitation\u00ae to sales and stop waiting for prospects to be buyers; help them manage their decision path. And let me help you help them.<\/p>\n

I look forward to connecting. sharondrew@sharondrewmorgen.com <\/a><\/p>\n","protected":false},"excerpt":{"rendered":"

There has always been a divergence between how seller\u2019s sell and how buyer\u2019s buy. That problem is the bane of a sales professional\u2019s existence. For decades, I have been closing that gap by training the Buying Facilitation\u00ae model I’ve developed to sellers to help buyers facilitate their beginning-to-end buy path – from \u2022 idea, to […]<\/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":[20,2],"tags":[],"yoast_head":"\nThink Out of the Box with Buying Facilitation\u00ae - buyingfacilitation.com\/blog<\/title>\n<meta name=\"description\" content=\"Learn to think out of the box and close the buyer-seller gap with BUYING FACILITATION\u00ae .\" \/>\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\/think-box-buying-facilitation\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Think Out of the Box with Buying Facilitation\u00ae - 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