What Is Buying Facilitation?: Model In Action

A note from Sharon Drew:

Using a 'sales training' product/service as the basis, here are some model Buying Facilitation® questions that I might ask prospective buyers to see if what I'm doing would serve their needs. Note, since I don't have a direct feedback loop, I am using these questions in a vacuum and they would possibly not work in a specific set of circumstances.

As a possible user of The Buying Facilitation Method®, you may want to go down these questions and answer them for yourself. In this way you can feel how the model works with your buying criteria and, hence, get a better understanding of how the model would work with your prospects and clients. Remember: this is a decision-facilitation model rather than a sales model. My job, as a facilitator, is to help you make your best decision based on what your solution must look like in your unique culture with your unique buying criteria.

To get a better understanding of the model, click here and print off the Funnel so you can follow the flow of the questions as I ask them.

1. How do you currently train your sales people?
2. How is that working for you?
3. Is anything missing?
4. If there is something further you'd want but aren't getting, what's stopping you from getting what you want from your sales training? From your sales people?
5. How are you currently set up to fix this problem with the current resources you've got in place (i.e. internal trainers/ Current vendors)?
6. What's stopping you from using your current resources (trainers/vendors) to fix the problem?
7. What would need to know in order to consider doing something different from what you are currently doing in the area of sales training?
8. What type of decision would you and your team need to make that's different from the one you made to have the training you are now running?
9. What criteria would you need to have filled to understand that a different or alternate training approach would work alongside the approach you are currently using to give you [a higher closing ratio; a quicker sales cycle; increased customer retention; more referrals; increased sales from a unique/new customer base]?
10. How would you know that Morgen Facilitations, Inc. would meet that criteria? What would you need to know or see from us to know that our material would meld with what you've got in place?
11. How would you know we could deliver this and match your criteria?
    

If you're interested in asking more questions about the model, please contact us.