A Trail Of Dead Sales People

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www.newsalesparadigm.com - [email protected] - 512-457-0246 - @sharondrew© 2010, Morgen Facilitations Inc.

Presented by: Sharon Drew Morgen

A TRAIL OF DEAD SALES PEOPLE:when do buyers finally show up?

2Technology makes information available to all


3The job of sales

Sales only handles one aspect of the buyer’s journey:

• Needs assessment and solution placement

• Content and solution driven


4The shifting role of sellers

Knowing need is not enough:

1. Buyers understand need, know choices

2. Buying journey stages unknown

3. Technology taking over our jobs

4. Brought in too late

5. Marketers finding inappropriate leads


5Sales activities

• MEET Prepare, qualify, discovery; • GREET target person, seek appointment, discuss

needs/solution;• DATA develop presentation, position solution details,

pitch;• MANAGE develop and manage relationships, meet

the team, follow up• NEGOTIATE solution relevance/details, price,

buying process, competition• CLOSE unique details re implementation/price,

contracts.www.newsalesparadigm.com - [email protected] - 512-457-0246 - @sharondrew

© 2010, Morgen Facilitations Inc.

6Technology taking over our jobs


7What can prospects do on line?

• MEET qualify themselves, discover vendor choices

• GREET put together their Buying Decision Team, call us when ready

• DATA all data available online

• MANAGE make their own decisions

• NEGOTIATE chooses vendor and defines the terms

• CLOSE may/may not be done online


8What happens when technology takes over?

• Takes over much of solution placement activity

• Reduces sales job to responding to online activities

• Deletes much of influencing and persuading activities

• Marketing taking over lead generation


9What is a seller’s job now?

• Managing leads from marketing• Following buyers online activity• Closing and negotiating• Taking calls from informed buyers.• Creating relationships with few buying team

members• Reduced to merely correcting misconceptions,

highlighting important bits, making relevant• Can't make appointments until vital decisions

already made


10Fallout to new buying

• 50% of sellers not meeting quota

• Personal relationships play a smaller role

• No control or influence over choices

• Brought in late in the sales cycle/little impact

• Buyers showing up with choices made

• Marketing bringing in quantity, not quality

• High percentage of second meetings dropped


11The missing piece in the buying decision journey


12Add a new skill and become an important resource

• Add a decision facilitation front-end to sales

• Help buyers line up decision issues outside of technology

• Become a true Trusted Advisor and come in earlier

• Technology not in this area yet

• Influence the buying decision journey

• Get onto Buying Decision Team

• Change management model, not sales


13What is Buying Facilitation™?

• Not sales but adds a new skill set

• Helps buyers navigate through change issues

• Decision facilitation focus, not solution choice


Buying Facilitation™ is a decision facilitation model that leads buyers through their off-line, behind-the-scenes decision issues that they need to manage internally to ensure they elicit the necessary buy-in prior to choosing a solution or vendor.

14Different skills necessary

• Listening for systems

• Not gathering data; be GPS

• Encourage group decision making

• Avoid solution discussion until decisions made

• Facilitate decision making, not influencing purchase

• Change management focus first; solution placement last


15Journey to success

1. Make contact from marketing lead (or cold call, etc.)

2. Start facilitating decision making, not seeking appointment or discussing solution

3. Lead buyers through their decision making issues

4. Help buyers set up Buying Decision Team

5. Help buyers notice buy-in problems

6. Suggest sites, solutions, problem management choices

7. Agree how to move forward, together


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Morgen Facilitations, Inc.411 Brazos St. #220

Austin TX 78701

512-457-0246

[email protected]

www.newsalesparadigm.com

www.sharondrewmorgen.com

www.buyingfacilitation.com

www.dirtylittlesecretsbook.com

www.facilitatingbuyin.com

Developer of Buying Facilitation™Author of Selling with Integrity

& Dirty Little Secrets

Sharon Drew Morgen

Would you rather sell? Or have someone buy?

Twitter: @sharondrew – LinkedIn: http://www.linkedin.com/in/sharondrewmorgen© 2010, Morgen Facilitations Inc.

A Trail Of Dead Sales People

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