The document is from Morgen Facilitations Inc., a company that develops buying facilitation methods and is led by Sharon Drew Morgen. It discusses strategies for gaining buy-in for new initiatives, including eliciting ideas about what success and failure may look like, getting agreement on next steps, and addressing potential resisters by understanding their concerns and how they could contribute. The core message is that buy-in only occurs after people's underlying beliefs and needs are engaged and addressed.

1. Morgen Facilitations, Inc. - www.newsalesparadigm.com - sdm@austin.rr.com - 512-457-0246 Would you rather sell? Or have someone buy? Morgen Facilitations, Inc. 411 Brazos St. #220 Austin TX 78701 512-457-0246 [email_address] www.newsalesparadigm.com www.sharondrewmorgen.com www.buyingfacilitation.com www.dirtylittlesecretsbook.com Developer of Buying Facilitation® Author of Selling with Integrity & Dirty Little Secrets Sharon Drew Morgen ProductCamp © 2007, Morgen Facilitations Inc.

3. DISCUSS WITH YOUR NEIGHBOR Why did you choose to begin where you began? Is it industry expectation? Assumption that success is best achieved here? Habit? What would you need to believe differently to be willing to begin at a different point? How would you know, before you begin, that a different approach would bring you a different level of buy-in? What would you need to see, believe, understand differently? If we were to do an initiative together, and I started in a different place than the one you believe in, what would you need to see or know from me and our work together to be willing to buy-in - even though it was uncomfortable? What sort of agreement would you need from me before we began in order to freely offer your skill set and be willing to discuss doubts and angers with me before and during the requested changes? © 2007, Morgen Facilitations Inc. Morgen Facilitations, Inc. - www.newsalesparadigm.com - sdm@austin.rr.com - 512-457-0246

4. CORE PREMISE Information does not teach someone how to make a decision!! Morgen Facilitations, Inc. - www.newsalesparadigm.com - sdm@austin.rr.com - 512-457-0246 © 2007, Morgen Facilitations Inc.

5. NOT Change approached via idea relevancy. Buy-in assumed once relevancy recognized. Morgen Facilitations, Inc. - www.newsalesparadigm.com - sdm@austin.rr.com - 512-457-0246 © 2007, Morgen Facilitations Inc.

6. WE EACH FUNCTION UNQUELY Unique system of values that makes us who we are. Life Experiences Social Class Education Religion Family History Feelings Needs Dreams Friends Geography Morgen Facilitations, Inc. - www.newsalesparadigm.com - sdm@austin.rr.com - 512-457-0246 © 2007, Morgen Facilitations Inc.

7. WHY IS CHANGE HARD? Change means disruption: People fear disruption NOT change. HOMEOSTASIS People maintain homeostasis Morgen Facilitations, Inc. - www.newsalesparadigm.com - sdm@austin.rr.com - 512-457-0246 © 2007, Morgen Facilitations Inc.

8. ENGAGING BELIEFS Systems congruency must be maintained at all times Morgen Facilitations, Inc. - www.newsalesparadigm.com - sdm@austin.rr.com - 512-457-0246 © 2007, Morgen Facilitations Inc. I Can't I Rebel Can I transfer? I Won't Nope I'm what? You want to do what? I'm sick It's late No change will happen if beliefs are not engaged.

9. BIASES & BELIEFS People will not behave in ways that compromise their beliefs. Morgen Facilitations, Inc. - www.newsalesparadigm.com - sdm@austin.rr.com - 512-457-0246 © 2007, Morgen Facilitations Inc. Nope, won’t do that. It’s against my beliefs.

10. SHIFT BELIEFS Agreement happens only after beliefs shift. Morgen Facilitations, Inc. - www.newsalesparadigm.com - sdm@austin.rr.com - 512-457-0246 © 2007, Morgen Facilitations Inc. Feels Wrong CURRENT BELIEFS/BIAS ??? SHIFT OK! AGREEMENT

11. WHAT ARE BEHAVIORS? Politics Leisure Beliefs Lifestyle Friends Job BEHAVIORS Behaviors are beliefs in action. Morgen Facilitations, Inc. - www.newsalesparadigm.com - sdm@austin.rr.com - 512-457-0246 © 2007, Morgen Facilitations Inc.

12. CLARIFYING POSSIBILITIES/PROBLEMS new rules old rules money personnel detractors time status quo What would stand in the way of SUCCESS? partners politics Morgen Facilitations, Inc. - www.newsalesparadigm.com - sdm@austin.rr.com - 512-457-0246 © 2007, Morgen Facilitations Inc.

15. MANAGING RESISTERS What can we shift to create comfort for resisters? Resisters will offer heightened creativity and leadership. Morgen Facilitations, Inc. - www.newsalesparadigm.com - sdm@austin.rr.com - 512-457-0246 © 2007, Morgen Facilitations Inc. Fire? Ignore? Use Force?

17. PRACTICE Action plan for life-cycle. Develop action plans to encourage buy-in throughout life-cycle of vision. Morgen Facilitations, Inc. - www.newsalesparadigm.com - sdm@austin.rr.com - 512-457-0246 © 2007, Morgen Facilitations Inc.

19. Would you rather sell? Or have someone buy? Morgen Facilitations, Inc. 411 Brazos St. #220 Austin TX 78701 512-457-0246 [email_address] www.newsalesparadigm.com www.sharondrewmorgen.com www.buyingfacilitation.com www.dirtylittlesecretsbook.com Developer of Buying Facilitation® Author of Selling with Integrity & Dirty Little Secrets Sharon Drew Morgen ProductCamp Morgen Facilitations, Inc. - www.newsalesparadigm.com - sdm@austin.rr.com - 512-457-0246 © 2007, Morgen Facilitations Inc.