How we change what others think, feel, believe and do
Steps Along the Buying Decision Path
Guest articles > Steps Along the Buying Decision Path
by: Sharon Drew Morgen
As sellers we are taught to find prospects with a need that matches our solution and then find creative, professional ways to pitch, present, entice, push, market, or somehow introduce our solution to enable them to understand how our solutions will fix their problem.
Unfortunately, we fail to close over 90% of the time (from first contact) regardless of how well their need matches our solution. And it’s not because of our solutions, our presentations/pitches, or our professionalism. It’s because the sales model does not include the skills to facilitate the larger part of buying decisions – those idiosyncratic, behind-the-scenes, change-management-driven processes that are private and we can’t be part of. Yet until they go through this process and walk through each stage of decision making and change management they cannot buy. They will do this with us, or without us. It takes much longer without us, hence a protracted buying decision and closed sale.
FACILITATING CHANGE IS NOT SELLING
I’ve spent the last few decades coding and designing new tools to help sellers facilitate the pre-sales decision path that buyers go through without us. Using Buying Facilitation® with sales, sellers get onto the Buying Decision Team, facilitate the time to decision making/close, and eschew competition. Here are the steps I’ve discovered are what buyers – all change – need to address. As you read them, note that facilitating change includes some unique skill sets (Listening for Systems, formulating Facilitative Questions/Presumptive Summaries, etc.), goals, and outcomes. Remember to ask yourself: do you want to sell? Or have someone buy? They are two different activities, necessitating two distinct skill sets. Sales merely handles one of them.
The sales model handles steps 10-13. Marketing, marketing automation, and social marketing may be involved in steps 3 and 8, although it’s not clear then if the decision to choose an external solution has been made, the full fact pattern of ‘needs’ has been determined, or if the appropriate decision makers and influencers are included. Buyers muddle through this but we can enter earlier to help by adding new skills of facilitation.
I started up a tech company in London 1983-89 and developed Buying Facilitation® to teach my sales folks to navigate buyers through their decision path, change management, and buy-in BEFORE they began selling. We increased sales 5x within a month. I’ve been teaching this model (and coaching and consulting) since 1989 with similar results.
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 firstname.lastname@example.org. 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
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