Sales alone is not as effective as using two poweful models to help buyers buy: Buying Facilitation® , to help buyers figure out how, if, and when to add a new solution, and sales, to help them actually choose, and purchase, your solution.
Confused? You’re accustomed to just using the sales model to place your solution. But the buying decision process is more complex than just choosing a solution.
Here is a graph that shows you the issues buyers must manage as they go from idea to purchase:
Unfortunately, we’ve tried for years to use just the selling model to help buyers choose our solution. But until or unless
- the buyer’s entire Buying Decision Team is on board,
- everyone who touches the solution is bought in to bringing in something new,
- everyone who will touch the solution is comfortable with their new roles and tasks,
- all systems issues (rules, roles, relationships, old vendors, etc) are in alignment with the change a solution will bring,
they will not, cannot, buy. And the sales model doesn’t manage that part of the buying decision path – hence your long sales cycles and paucity of closed sales relative to the number of prospects.
That’s where Buying Facilitation® fits in: it’s a wholly different model than sales; it’s a change management model that uses systems thinking (Ater all, buyers live in systems, and sales treats a ‘need’ as if it were an isolated event.) and operates as a neutral (i.e. not solution-directed) GPS tool to be the lighthouse, or neutral navigator, to steer our buyers through the confusing, non-solution/non-need related systems issues they must address behind-the-scenes.
ENTREPRENURIAL SELLING GETS YOU FROM BUYER’S IDEA THROUGH TO CLOSE
But on it’s own, Buying Facilitation® is incomplete. Buying Facilitation® works with the sales model, as sales does the needs assessment and solution placement. Obviously, we’ve got nothing to sell if we can’t understand our buyer’s needs and have the right solution – even if they’ve got the Buying Decision Team sitting and waiting to make a change.
It’s with this thought in mind – both/and rather than either/or – that I introduce you to a wonderful new product: RAIN Group has developed Entreprenurial Selling and includes the finest thinkers in sales today (including yours truly). It’s the definitive program for those wanting the best.
I am lucky enough to be a part of this phenomenal group of sales leaders who put together a program that will bring you from the buyer’s idea, formation of the Buying Decision Team, and will get you in the door, with the right thing to say to the right people, to close the deal.
The folks at RAIN have done a lovely job of capturing the environment of today’s selling/buying experience. And not only do they have the top in the field represented, but they’ve put together a learning experience that fits nicely with a collaborative community experience for all who purchase. They use videos, exercises, and experiential learning to lead you through both ends of the buying decision path – from idea through to purchase.
Here is a link to purchase this training/learning package. It’s not inexpensive, due to the quality and depth of the material. But for 8 days, there is an introductory price.
Is it worth it? Well, here is a Facilitative Question:
What would you need to know about a learning package to understand if your sales might increase as a result of your investment?
Sharon-Drew is a contributor to the new Entrepreneurial Selling program by RAIN Group. Registration is now open! Check it out Check it out here!
Read Dirty Little Secrets: why buyers can’t buy and sellers can’t sell and what you can do about it to learn all of the issues buyers face when they are considering a purchase.