How we change what others think, feel, believe and do
We Close Only The Low Hanging Fruit
Guest articles > We Close Only The Low Hanging Fruit
by: Sharon Drew Morgen
80% of your prospects will buy a solution similar to yours within 2 years of your connection, but not from you; your relationship-building, price breaks, marketing campaigns, etc. are irrelevant until they have their ducks in a row and are ready to bring in a solution.
Indeed: the time it takes buyers to manage changes they’ll face from bringing in your solution is the length of the sales cycle. And you’re not helping them manage the change.
A purchase is the last thing a buyer needs. But since sales only addresses the solution placement portion – the last steps – of a buyer’s journey, sellers have no control over the comprehensive change management issues that precede a solution choice.
We sit and wait, and are unfortunately out of control, as buyers: decide between an external solution, a current provider, or an internal workaround; get buy-in from all relevant touch points; manage any potential disruption. And so we close only the low hanging fruit when they call to buy after they’ve completed their behind-the-scenes elements – and we’re totally at effect of their timing.
It doesn’t have to be that way. It’s possible to enter earlier and help them address the many issues that must be handled between an idea and a purchase.
I developed Buying Facilitation® to manage that problem for my own sales team. It’s a decision facilitation tool that helps buyers address all decision/pre-sales issues they must address internally to get consensus and manage change. My clients with 8 figure solutions brought 3 year sales cycles down to 4 months; smaller solutions from, say, 6 months to one month, and avoided presentations and RFPs.
Buying Facilitation® employs a novel listening system, a new form of question, and uses the decision points of change to facilitate the pre-sales/decision/non-solution-related systems issues buyers need to manage before they can even consider buying anything. Should the HR person share budget with L&D? Is the merger going to meld departments? Sales doesn’t get involved with these issues, yet these are the systems issues buyers must address that affect buying.
We can help buyers manage these issues and either make or expunge a buyer very quickly. Let me teach you a new skill set – if you want real control over your pipeline and don’t want to merely wait for the low hanging fruit.
Sharon Drew Morgen is the author of 9 books, including NYTimes Business Bestseller Selling with Integrity, and What? Did You Really Say What I Think I Heard? She has developed facilitation material for sales/change management, coaching, and listening. To learn more about her sales, decision making, and change management material, (www.dirtylittlesecretsbook.com) go to www.sharondrewmorgen.com. To learn more about her work on closing the gap between what’s said and what’s heard, go to www.didihearyou.com. Contact Sharon Drew for training, keynotes, or online programs at email@example.com. Sharon Drew is currently designing programs for coaches to Find and Keep the Ideal Client, and Lead Facilitation for Lead Generation.
Contributor: Sharon Drew Morgen
Published here on: 13-Sep-15
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