Sales Related: May 2005 Archives

Sometimes I get very frustrated by mainstream sales folks who stick to what they've been used to for a long time, and have little interest in adopting a new idea. While they say they are interested in money, or truly serving their customers, etc., it seems they have more criteria around doing it their own way - whatever the results - than making some changes that would net them more money (not to mention have better/longer client relationships, etc.).

I just got asked by a reader, why I consider Buying Facilitation an ethical, or spiritual, model, and how the Method uses Integrity as it was not readily apparent.

It's been about 15 years that I've been working at changing the entire field of sales to include a Buying Facilitation front end. In the beginning, I only got attention and business from the visionaries.

I believe it's time to start thinking about sales differently. Instead of using sellers to push product, how about using them to support buyers in recognizing all of the internal decisions they need to make - all of the internal decisions - before they can decide how to manage their solutions. And i'm not talking just about the obvious decisions that the seller believes need to get made.

We've spent decades trying to push product and product information, but buyers don't buy that way. They have too much internal rigamorole going on to just simply solve an identified problem. Instead of focusing on the problem, let's give the buyer the ability to focus on the system that created the problem and that will need to be managed before a solution can be implemented.

In that way, the focus will be placed squarely onto the customer, and the end result will be that the buyer can design a relevant solution that includes all systems variables --- and the seller can then just needs to deliver.

Posted by Sharon Drew Morgen

The very act of selling includes the management of all the impediments that it creates. the model itself creates problems with gatekeepers, objections, and difficulty closing. change the model, and the results change.


-Sharon Drew Morgen