Facilitating Success, One Decision At A Time

Sharon Drew Morgen

Subscribe to Sharon Drew Morgen: eMailAlertsEmail Alerts
Get Sharon Drew Morgen via: homepageHomepage mobileMobile rssRSS facebookFacebook twitterTwitter linkedinLinkedIn

Related Topics: Change Leadership Journal, Entrepreneurs and Innovators

Blog Feed Post

Think Out of the Box with Buying Facilitation®


Think Out of the Box with Buying Facilitation®

There has always been a divergence between how seller’s sell and how buyer’s buy. That problem is the bane of a sales professional’s existence. For decades, I have been closing that gap by training the Buying Facilitation® model I’ve developed to sellers to help buyers facilitate their beginning-to-end buy path – from

• idea, to
• assembling the Buying Decision Team, to
• deciding to make a purchase, to
• choosing a vendor

and help them manage the change they must address before they can purchase anything. My clients have learned to close a lot more business, much faster, regardless of their industries, countries, solutions, and price points.


But it has been struggle for sellers to recognize that the efficacy of their solution, the relationship with the buyer, the strength of their presentation or pitch or pricing is not enough; at the end of the day, a buying decision is a change management problem and the very last thing buyers do – when everything else is aligned – is make a purchase.

Buyers must address behind-the-scenes political, relationship, strategic, and personal issues going on in their status quo before they can return to the seller to commit. And the sales model does not handle this. It’s the length of the sales cycle. It’s why buyers disappear. It’s why sellers sit and wait and hope and keep specious pipelines.

Buying Facilitation® is becoming more accepted these days as the primary vehicle to facilitate the buying decision path as an add-on to sales. There has been an article in Forbes that mentions that the sales model has it wrong by only focusing on solution placement and ignoring the buy path that’s change management based. The Rapid Learning Institute just came out with findings that discuss a gap between buying and selling.

And at the end of the day, it’s becoming just too expensive to maintain a 90%+ failure rate – which is mitigated when Buying Facilitation® brings together the whole Buying Decision Team within 2 calls, or creates conference calls in which the seller can direct the participants to those decisions they must make if they believe change (and a purchase) would create excellence. Using Buying Facilitation® removes those prospects who won’t buy and speeds up those who will. And when Buying Facilitation® gets the right people on board to make the right decisions and gets buy-in, then sellers use their sales skills.


For those of you who want to hear me explain Buying Facilitation® in full, here is an interview I did last week with Willis Turner, head of SMEI, on his blogralkradio. Enjoy it. https://smei.site-ym.com/news/165524/Selling-Doesnt-Cause-Buying.htm

For those of you who want to hear me live, join me in beautiful San Juan Puerto Rico as i speak at their Out Of The Box SMEI conference on April 3/4. http://www.smepr.org/index.php?src=gendocs&ref=Day1ThursdayApril32014&category=Conference2014

For those of you wishing some on-line learning, I’m just completing an on-line learning program and look forward to announcing it. For those of you who wish a Guided Study program, take a look at this.

If you want to read articles about facilitating change, buying decisions, decision making, and listening, please visit www.sharondrewmorgen.com. My models on decision facilitation and consensus management are well represented there. For those of you who seek a provocative, demanding, annoying, and out-of-the-box keynote speaker, check out www.buyingfacilitation.com.You’ll find all of the books I’ve written on the topic, as well as training programs.

I’m the visionary in the sales field, given I’ve been teaching sales folks how to facilitate the behind-the-scenes buying decision path since the 1980s. I know it’s taken many in the sales field some time to recognize the necessary decisions buyers must make outside of their purview and the sales model doesn’t handle. But now it’s time. Now it’s time to add Buying Facilitation® to sales and stop waiting for prospects to be buyers; help them manage their decision path. And let me help you help them.

I look forward to connecting. sharondrew@sharondrewmorgen.com


Think Out of the Box with Buying Facilitation® is a post from: SharonDrewMorgen.com

Read the original blog entry...

More Stories By Sharon Drew Morgen

Sharon Drew Morgen is the visionary and thought leader behind Buying Facilitation® the new sales paradigm that focuses on helping buyers manage their buying decision. She is the author of the NYTimes Business Bestseller Selling with Integrity as well as 5 other books and hundreds of articles that explain different aspects of the decision facilitation model that teaches buyers how to buy.

Morgen dramatically shifts the buying decision tools from solution-focused to decision-support. Sales very competently manages the solution placement end of the decision, yet buyers have been left on their own while sellers are left waiting for a response, and hoping they can close. But no longer: Morgen actually gives sellers the tools to lead buyers through all of their internal, idiosyncratic decisions.

Morgen teaches Buying Facilitation® to global corporations, and she licenses the material with training companies seeking to add new skills to what they are already offering their clients. She has a new book coming out October 15, 2009 called Dirty Little Secrets: why buyers can’t buy and sellers can’t sell and what you can do about it which defines what is happening within buyer’s cultures (systems) and explains how they make the decisions they make.

Morgen has focused on the servant-leader/decision facilitation aspect of sales since her first book came out in 1992, called Sales On The Line.
In all of her books, she unmasks the behind-the-scenes decisions that need to go on before buyers choose a solution, and gives sellers the tools to aid them.

In addition, Morgen changes the success rate of sales from the accepted 10% to 40%: the time it takes buyers to come up with their own answers is the length of the sales cycle, and her books – especially Dirty Little Secrets – teaches sellers how to guide the buyers through to all of their decisions, thereby shifting the sales cycle from a failed model that only manages half of the buying cycle, to a very competent Professional skill set.

Morgen lives in Austin TX, where she dances and works with children’s fund raising projects in her spare time.