How we change what others think, feel, believe and do
We Close Only The Low Hanging Fruit. Do You Know Why?
Guest articles > We Close Only The Low Hanging Fruit. Do You Know Why?
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 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 systems issues buyers need to address: 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 issues 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 visionary behind Buying Facilitation® - a change management model that includes learning how to Listen for Systems, formulating Facilitative Questions, and understanding the steps of systemic change. For those of you wishing to learn more, take a look at the program syllabus. Please visit www.dirtylittlesecrets.com and read the two free chapters. Consider reading it with the companion ebook Buying Facilitation®
Sharon Drew is the author of the NYTimes Business Bestseller Selling With Integrity, as well as 6 other books on helping buyers buy. She is also the author of the Amazon bestseller What? Did you really say what I think I heard? Sharon Drew keynotes, trains and coaches sales teams to help them unlock situations that are stalled, and teaches teams how to present and prospect by facilitating the complete buying decision process. She delivers keynotes at annual sales conferences globally. Sharon Drew can be reached at firstname.lastname@example.org 512 771 1117
Contributor: Sharon Drew Morgen
Published here on: 26-Aug-18
And the big