Facilitating Success, One Decision At A Time

Sharon Drew Morgen

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Seeking Funding? Have Investors Choose You Over The Competition.

Funding For BusinessYou’re a smart entrepreneur with a savvy team. Your widget will make millions. You started up with a few bucks your friends gave you but now you need funding. Do you know how an investor will choose to fund you over others?

The answer is you don’t know.

Instead of relying on a great presentation and hoping it will inspire investors, why not add targeted questions to the end of your presentation to make sure you both know what you should do to meet success their criteria. Do they want to be repaid within 5 years? Do they want to sell you off for $3,000,000 in two years? Do they want you to compete with the larger brands and grow virally while becoming a hot brand they can stand behind? Do they have questions around your management team – or competition? Are they fearful of your competition? The market?

Use these Facilitative Questions to exhibit how professional and determined you are:

1. How would you know before you invest that we will do whatever it takes to be successful within your time frame?

2. How would you know that our management team has the flexibility and capability to grow and change with the market over the next 3 years? To know when it’s time to bring in the appropriate folks if better management is needed?

3. What are your expectations around working together: be silent partners who just get reports? Roll up your sleeves? Would you consider offering counsel occasionally so we make sure we’re on track?

4. We want to be successful even more than you’d want us to be. What do you think is the major factor that will create our success? What do you think would stop us – and what would you need to see from us right now, today, to know we could correct this problem?

Investors want something back. It’s different with each investor of course. But you may have the criteria to easily meet some of their benchmarks and it didn’t show up in your presentation. By asking these Facilitative Questions you’ll know what to add to your discussion while you’re in the room with them and also let them know you take your job, and their money, very seriously.

Let me coach your team to facilitate buy-in during your funding period. I can design the right Facilitative Questions for your unique situation, offer the insights you might need to prepare, or help you bring the right investors into the room with you. Call or email me: 512 457 0246 Sharondrew@sharondrewmorgen.com.

Seeking Funding? Have Investors Choose You Over The Competition. is a post from: SharonDrewMorgen.com

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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.