Buying Facilitation® Training
Learn from Sharon Drew to close more sales by helping buyers buy. More.
Guided Study
Work at your own pace with 26 self guided studies. More.
Buying Facilitation® involves a different skill set than selling. Your results will be different also. To be a Buying Facilitator, you will need to learn how to:
Until now, you’ve been selling by uncovering need, gathering information, and finding ways to place product. And you’re very good at what you do.
What is stopping you from closing all the sales you deserve to close?
Because the buyer’s buying decision involves many elements that buyers need to address that are hidden from the seller, it is necessary to learn an additional skill set in order to influence the process. Otherwise, you will remain waiting for the decision, and outside the decision making, as you have until now.
Why work with the buying decision instead of the product sale?
Before buyers can buy, they must manage all of the elements within their current system of people, policies, rules, relationships, initiatives and vendor issues. And the time it takes them to do that is the length of the sales cycle. They must do this with you or without you. Buying Facilitation® actually teaches buyers how to recognize, manage, and align all of the internal decisions they need to make in order to make a purchasing decision. Give your sales folks the tools to influence the buying process.
Available programs
3-Day Buying Facilitation® program:
Taught by Sharon Drew Morgen, the developer of Buying Facilitation®, this 3-5 day program (classroom and real-time phone coaching) is unique in that it works with the learner-participant as if the learner were the buyer: the program will teach the learner to make new decisions around their current skills and decide to either modify them or change them and modifies their skills in parallel with the way as buyers buy.
A complex, exciting program, the Buying Facilitation® program is for those folks seeking wholly new skills in listening, question formulation, systems thinking, and servant-leadership. This program may be followed by 8 weeks of individual and group supervision and coaching with Sharon Drew
2-Day Facilitating Buying Decisions program:
Taught by licensees who were trained directly by Sharon Drew, this mainstream, easy-to-administer program teaches the learner how to recognize each aspect of a buyer’s buying decision process and offers 6 Facilitative Questions to use with the seller’s pitch and presentation to shorten the sales cycle.
Using the thinking behind the Buying Facilitation® ‘decision facilitation’ thinking, it teaches participants to understand how buyers buy. As a result, buyers can make quicker decisions that incorporate the seller into the solution design.
Formulating Presumptive Summaries:
Naming the (sometimes unidentified) buying variables that buyers must consider before they will purchase.
EX. So what I hear you saying is that your current vendor doesn’t have the tools to help you fix this problem and your Vendor Management group hasn’t given you the go-ahead to seek a new vendor?
Listening for Systems:
Listening for the underlying systems that control the status quo is necessary to support the buying decision versus the product sale.
EX. Content listening : seller listens for the details of how the Identified Problem was created and what a solution needs to resolve.
versus
Systems listening: the Identified Problem is a part of a larger problem and is perpetuated daily in normal routines.