Buying Facilitation® Articles

What is Buying Facilitation®?

• We can't Understand Customers
• Buying Facilitation® and Sales: the dynamic duo
• Buying Facilitation®: what is it? and how is it different from sales?

Selling vs Buying

• The Steps to Buying: remembering the human element
• Facilitating Buying Decisions: a definition
• The Basis of Sales Has Remained Stagnant
• Buying Facilitation® vs. buyer facilitation
• Why can’t a buyer make quicker buying decisions?
• What do you do once your content strategies bring in the prospects?
• What do Sellers Need to Understand – and When?
• Customers Don't Know How To Buy - Or Do They?
• Would You Rather Sell? Or Have Someone Buy?
• How To Change a Paradigm, The Hard Way
• Marketing: New Ideas for a New Market
• Is a 200% Increase in Sales Possible?
• Sales Methodology for Sales professionals
• What Exactly is CRM Anyway?

The Problem with Sales

• Why is a 90% failure rate ok?
• Two Types of Decisions: Buy-IN, and BuyING
• The Job of Sales Must Expand
• Decision Facilitation: my definition
• The Future of Sales
• How do we sell if we don’t understand needs?
• The Arrogance of Sales
• Why Sales Are Faltering In This Economy, And What To Do About It
• Why Open Questions Don’t Work
• Facilitating The Discovery Process
• Buying Decisions Are Not Based on Needs
• Why Sales Fail
• The New Value Proposition: Collaborative Sales
• Sales is the Problem: What is the Solution?
• Managing Motivation

Pain

• The job of a sales professional isn’t professional
• Seeking appointments is costing you sales
• Decisions are never emotional
• Product vs. Need: Two Different Things
• Why Do Buyers Buy...At All?
• Understanding Needs Does Not Close A Sale
• Pain: Buyers Don't Have It
• Selling: One Decision at a Time

Prospecting and Qualifying

• Make the Phone your Best Friend
• Prospects Aren’t Really Prospects
• Turning a ‘No’ into a ‘Yes’
• Cold Calling Works – and it’s fun!
• Pitching Too Soon: How I Got It Wrong
• "We Space": Getting Into Rapport
• Sales Coaching: Choosing the right coach

Closing a Sale

• The Steps of a Sale: from the buying decision to the close
• Face-to-Face Vs. Phone Sales: A Case Study
• Presentations: How To Compete

Handling Objections

• Resistance to change: inexplicable, irrational, and real
• He’s in a Meeting – or is he? Working with Gatekeepers
• Money Objections: It's Never About The Money
• Price: Differentiating With A High Price
• Voice Mail, Gatekeepers, and Obstructions
• Sales Recovery: Manage a Sale Going Wrong
• Differentiating Yourself From The Competition

Technology

• The New Buying Habits of Buyers: Does solution data drive a decision?
• Lead Gen Isn't enough
• Sites And Testimonials: Business On The Net
• When Is A Search Tool Not A Search Engine?
• CRM: A Business Solution, Not A Technology
• Who Is The Customer In CRM?

Uses for Buying Facilitation®

• Leadership Involves Helping Others Decide
• Buying Facilitation® for Fundraising: it’s much easier than sales
• Buying Decisions: What Happens Behind-The-Scenes

Managing Buy-In

• Solutions Are Meaningless Without Buy-In
• Get onto the Buying Decision Team on the First Call
• Be The GPS For Your Buyer
• The Vendor Problem: Buy-in Management
• Getting Buy-in From Partners
• Facilitate Collaborative Decision Making

Change Management

• All Decisions Involve Change Management: an insurance case study
• Change is necessary. How can we make it fun?