http://sharondrewmorgen.com/2010/01/buying-facilitation%c2%ae-what-is-it-and-how-is-it-different-from-sales/ Enabling buying decisions one buyer at a time Thu, 17 May 2012 20:18:35 +0000 hourly 1 http://wordpress.org/?v=3.0.4 http://sharondrewmorgen.com/2010/01/buying-facilitation%c2%ae-what-is-it-and-how-is-it-different-from-sales/comment-page-1/#comment-1356 Two Types of Decisions: Buy-IN, and BuyING | Sharon Drew Morgen Mon, 19 Apr 2010 15:29:59 +0000 http://sharondrewmorgen.com/?p=1843#comment-1356 [...] Buying Facilitation® is not sales: it does not do needs assessment; it does not do solution placement; it does not manage objections (but it mitigates them). But it will make you first a decision facilitator and true consultant, will differentiate you from your competition, and it will help buyers make decisions 80% faster. Buyers have to do all of  this anyway, with you or without you. And the time it takes them is the length of the sales cycle. You’re already waiting for them – you might has well offer them true leadership while you’re waiting (It’s not sales. It’s not sales.). [...] [...] Buying Facilitation® is not sales: it does not do needs assessment; it does not do solution placement; it does not manage objections (but it mitigates them). But it will make you first a decision facilitator and true consultant, will differentiate you from your competition, and it will help buyers make decisions 80% faster. Buyers have to do all of  this anyway, with you or without you. And the time it takes them is the length of the sales cycle. You’re already waiting for them – you might has well offer them true leadership while you’re waiting (It’s not sales. It’s not sales.). [...]

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