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CLOSING CLOSING
THIS MONTH NEXT MONTH WHO KNOWS

WAIT INC.

WAIT
LONGER INC.

WAIT
FOREVER INC.

Copyright © 2011 Morgen Facilitations Inc.

Open

Gather Data

Data Share

Follow Up

Close
Copyright © 2011 Morgen Facilitations Inc.

Copyright © 2011 Morgen Facilitations Inc.

Sales Enablement

Buy-In, Change Management, Needs Analysis,
Behind-The-Scenes, Private Solution Choice

Decision Facilitation Sales
Step 1 Step 2

Copyright © 2011 Morgen Facilitations Inc.

80% 7%

10% 97.5%

.675% 17%
Copyright © 2011 Morgen Facilitations Inc.

A purchase cannot disrupt the system

A problem is not an isolated event

The pain of a problem
is more tolerable than
the pain of disruption.

Until or unless a buyer gets
appropriate buy-in for change
and knows how to manage
change when a solution enters
they will do nothing.
Copyright © 2011 Morgen Facilitations Inc.

Rules of a system:
• everything within buys in to same rules

Copyright © 2011 Morgen Facilitations Inc.

Rules of a system:
• the problem is not recognized as a problem

Copyright © 2011 Morgen Facilitations Inc.

Rules of a system:
• won’t change if disruption larger than pain

Copyright © 2011 Morgen Facilitations Inc.

Rules of a system:
• would have been resolved if possible

Copyright © 2011 Morgen Facilitations Inc.

Rules of a system:
• stated need will be incomplete unless all who touch
the solution add their unique criteria

Rules of a system:
• change can’t cause disruption or no purchase,
regardless of need

Copyright © 2011 Morgen Facilitations Inc.

We are:
• entering too soon in the buying journey,

• treating ‘needs’ as if isolated events rather than part of functioning
system,

• ignoring pre-purchase behind-the-scenes, political, and
relationship issues,

• acting as if have completed change management,

• ignoring buyer’s reality: the time it takes for the entire Buying
Decision Team to form and buy-in is the length of the sales cycle,

• ignoring decision facilitation to help traverse buying decision path

Copyright © 2011 Morgen Facilitations Inc.

Buying Facilitation® defined

Buying Facilitation® is a decision facilitation model that
teaches buyers how to recognize and manage all of the
behind-the-scenes, backend, off-line issues they must
address to get the buy-in necessary to bring in a new
solution and avoid disruption. It is a change management
model and systems based.

Copyright © 2011 Morgen Facilitations Inc.

Sales Enablement

Buy-In, Change Management, Needs Analysis,
Behind-The-Scenes, Private Solution Choice

Buying Facilitation® Sales
Step 1 Step 2

Copyright © 2011 Morgen Facilitations Inc.

Buyers Must:

Copyright © 2011 Morgen Facilitations Inc.

We will never understand.
We are not part of their system.
Copyright © 2011 Morgen Facilitations Inc.

But we can act as Neutral Navigators
and be a GPS system to lead them
through their confusing journey.

Copyright © 2011 Morgen Facilitations Inc.

Enter the buying decision path earlier with:

Buying Facilitation®
change management systems thinking focus on the buying decision path

Also enter the decision path earlier in
search, marketing automation, and lead scoring.
Copyright © 2011 Morgen Facilitations Inc.

Sharon Drew Morgen
Developer of the Buying Facilitation Method®
Author of NYT Bestseller Selling with Integrity & Dirty Little Secrets

NewSalesParadigm.com
sharondrew@newsalesparadigm.com
(512) 457-0246
Copyright © 2011 Morgen Facilitations Inc.
No Muppets were harmed in this presentation. © Thank you to the characters of: Sesame Street copyright of Sesame Workshop Muppets copyright of The
Muppets Studio Used for illustrative purposes only. The Muppets are not affiliated with Morgen Facilitations Inc., though we are very grateful for their help!

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11. A purchase cannot disrupt the system A problem is not an isolated event

12. The pain of a problem is more tolerable than the pain of disruption. Until or unless a buyer gets appropriate buy-in for change and knows how to manage change when a solution enters they will do nothing. Copyright © 2011 Morgen Facilitations Inc.

18. Rules of a system: • stated need will be incomplete unless all who touch the solution add their unique criteria

20. We are: • entering too soon in the buying journey, • treating ‘needs’ as if isolated events rather than part of functioning system, • ignoring pre-purchase behind-the-scenes, political, and relationship issues, • acting as if have completed change management, • ignoring buyer’s reality: the time it takes for the entire Buying Decision Team to form and buy-in is the length of the sales cycle, • ignoring decision facilitation to help traverse buying decision path Copyright © 2011 Morgen Facilitations Inc.

21. *internal note: redoing this

22. Buying Facilitation® defined Buying Facilitation® is a decision facilitation model that teaches buyers how to recognize and manage all of the behind-the-scenes, backend, off-line issues they must address to get the buy-in necessary to bring in a new solution and avoid disruption. It is a change management model and systems based. Copyright © 2011 Morgen Facilitations Inc.

28. Enter the buying decision path earlier with: Buying Facilitation® change management systems thinking focus on the buying decision path Also enter the decision path earlier in search, marketing automation, and lead scoring. Copyright © 2011 Morgen Facilitations Inc.

31.

32. Sharon Drew Morgen Developer of the Buying Facilitation Method® Author of NYT Bestseller Selling with Integrity & Dirty Little Secrets NewSalesParadigm.com sharondrew@newsalesparadigm.com (512) 457-0246 Copyright © 2011 Morgen Facilitations Inc. No Muppets were harmed in this presentation. © Thank you to the characters of: Sesame Street copyright of Sesame Workshop Muppets copyright of The Muppets Studio Used for illustrative purposes only. The Muppets are not affiliated with Morgen Facilitations Inc., though we are very grateful for their help!

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