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WHAT'S STOPPING YOU FROM CLOSING ALL 1

OF THE SALES YOU SHOULD BE CLOSING?

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


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THERE ARE TWO PHASES OF SELLING

What’s the problem Which stakeholders


Buying Decision Funnel
that needs resolving? need to be included?
Buyers Manage Internal What criteria must be
Decisions for Buy-In met for their buy-in?
and Change.
What people, policies,
What decisions must be
political issues need
made around current
consideration?
vendors?
Solution

What are the needs? What product or solution


What problems is best?
need resolving? Sellers Support How to implement it?
Choices to Resolve
Identified Problem

Product Decision Funnel

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


3
PROBLEMS WITH IGNORING THE BUYING DECISION

Without Buying Facilitation With Buying Facilitation


Protracted sales cycles Close sale in half the time

Difficulty differentiating Trusted Advisor status on first call

Price/time/need objections No objections

Long, unmanageable silences Communication agreements set early

Money/time spent on RFPs, Product purchase a natural result of


product placement, presenting solution design and decision facilitation

Time wasted on inappropriate Prospects discovered, created,


prospects omitted on first call

Leave money on the table Full range of needs discovered quickly

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


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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


Buying Decision Funnel all elements associated
with Identified
Problem?

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


5
BUYERS AND SELLERS HAVE DIFFERENT JOBS

All Elements addressed


Issues uncovered
Problems defined
Change issues noted
Decision makers in agreement
Policies upheld
BUYER

Decide
Collaborate
Negotiate
Partner
SELLER Implement

Appropriate information to
manage all unique variables

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


6
WHERE DOES ALL THE TIME GO?

CONVENTIONAL SELLING
Initial sales Complete
presentation Follow-up visits the sale

SELLER

BUYER
Complex decision process

BUYING FACILITATION
Facilitated Complete (Problem-solving
buying decision the sale Product placement
and Final close)
SELLER

BUYER

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


7
WHAT RESULTS CAN YOU EXPECT?

200-600% proven increase over conventional results

; Sales close in half the time


Æ prospects manage and mitigate decision issues quickly
Æ all stakeholders and hidden criteria discovered from first call
; Further time benefits
Æ viable buyers and tire kickers discovered on first call
Æ expensive presentations no longer necessary
Æ new prospects generated outside normal demographic
; Creating value every visit
Æ entire decision team joins first visit
; Respond only to winnable RFPs
Æ or get invitation to design RFP
; Rapidly reach trusted collaboration
Æ become part of decision team and accelerate discovery

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


8
WHAT RESULTS CAN YOU EXPECT?

Sharon Drew Morgen


Would you rather sell?
Or have someone buy?
Morgen Facilitations, Inc.
411 Brazos St. #220
Austin TX 78701

512-457-0246
sdm@austin.rr.com

www.newsalesparadigm.com
www.sharondrewmorgen.com
www.buyingfacilitation.com

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