Sales Is Only 10% Effective

By Sharon Drew Morgen

Its necessary to use both sales and Buying Facilitation™ to close a sale. Unfortunately, buyers have done the Buying Facilitation® on their own, while we sit and hope that they call back.

We have never had a system that actually leads buyers through all of the issues they need to manage prior to making a buying decision. Buying Facilitation™ has coded all of the elements of the buying decision process. Buyers need to do this anyway, but its a mysterious process as they have no way of knowing when they begin what sorts of issues theyll find problematic and lurking under the rock.

But we can lead them through the process much more efficiently than if they did it on their own, and gain a seat on the buying decision team at the same time.
Once they have all of the buy-in they need from the right people and the right departments, they will then need the solution data you have. Weve just been putting the wrong model first and havent realized that buyers are not ready to buy when we first meet them. Except for those 7% who show up ready, and theyve done the Decision Facilitation on their own.
We can help buyers buy. Its just not the same model as selling.

Video produced by CanDoGo, www.candogo.com. Sharon Drew Morgen is one of the exclusive experts for CanDoGo, a company that delivers concise advice for sales, leadership, personal development, and motivation over the Web.

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People & Blogs

Tags:

• buying facilitation
• sales
• differences
• selling
• model
• buyers
• buy
• prospects