Sharon Drew Morgen: "Would you rather Sell or have someone Buy? - a new Sales model to facilitate...
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Transcript of Sharon Drew Morgen: "Would you rather Sell or have someone Buy? - a new Sales model to facilitate...
The time it takes buyers to come up
with their own answers is the length of
the sales cycle.
Morgen Facilitations, Inc. - www.newsalesparadigm.com - [email protected] - 512-457-0246© 2007, Morgen Facilitations Inc.
-Sharon Drew Morgen
Buyers don't need your product; they
need a business solution.
Morgen Facilitations, Inc. - www.newsalesparadigm.com - [email protected] - 512-457-0246© 2007, Morgen Facilitations Inc.
-Sharon Drew Morgen
Information doesn't teach someone
how to make a decision.
Morgen Facilitations, Inc. - www.newsalesparadigm.com - [email protected] - 512-457-0246© 2007, Morgen Facilitations Inc.
-Sharon Drew Morgen
Sales treats an Identified Problem as
an isolated event, rather than part of a
system that has maintained it and
integrated it over time.
Morgen Facilitations, Inc. - www.newsalesparadigm.com - [email protected] - 512-457-0246© 2007, Morgen Facilitations Inc.
-Sharon Drew Morgen
Lost sales are not the fault of the buyer,
the seller, or the product; the sales
model is broken.
Morgen Facilitations, Inc. - www.newsalesparadigm.com - [email protected] - 512-457-0246© 2007, Morgen Facilitations Inc.
-Sharon Drew Morgen
Selling involves needs assessment and
product placement; Buying Facilitation
involves helping buyers make the
internal decisions necessary that will
help them change without disruption.
Morgen Facilitations, Inc. - www.newsalesparadigm.com - [email protected] - 512-457-0246© 2007, Morgen Facilitations Inc.
-Sharon Drew Morgen
Until or unless the internal issues that
created the problem are managed so
that disruption will not occur, buyers
won't buy.
Morgen Facilitations, Inc. - www.newsalesparadigm.com - [email protected] - 512-457-0246© 2007, Morgen Facilitations Inc.
-Sharon Drew Morgen
Knowing how customers decide doesn't
accelerate their decision making.
Morgen Facilitations, Inc. - www.newsalesparadigm.com - [email protected] - 512-457-0246© 2007, Morgen Facilitations Inc.
-Sharon Drew Morgen
If buyers don’t decide to buy, it doesn't
matter what you are selling, how good
you are, or how great your
presentation.
Morgen Facilitations, Inc. - www.newsalesparadigm.com - [email protected] - 512-457-0246© 2007, Morgen Facilitations Inc.
-Sharon Drew Morgen
Buyers won't buy until they amend the
people and policy issues that hold their
status quo in place.
Morgen Facilitations, Inc. - www.newsalesparadigm.com - [email protected] - 512-457-0246© 2007, Morgen Facilitations Inc.
-Sharon Drew Morgen
Morgen Facilitations, Inc. - www.newsalesparadigm.com - [email protected] - 512-457-0246© 2007, Morgen Facilitations Inc.
Would you rather sell? Or have someone buy?
Morgen Facilitations, Inc.411 Brazos St. #220
Austin TX 78701
512-457-0246
www.newsalesparadigm.com
www.sharondrewmorgen.com
www.buyingfacilitation.com
Developer of Buying Facilitation Method®Author of Selling with Integrity
Sharon Drew MorgenSharon Drew Morgen