Buying Facilitation® Training UK
30-31 May, 1 June 2017
with Sharon Drew
I’m pleased to announce that I’ll be coming to the UK to run a small open-enrollment 3-day program to teach Buying Facilitation® – the change management, Buyer Readiness model that works with sales to enable buyers to traverse their 13-Step buying journey:
* Formulate Facilitative Questions * Formulate
* When to pitch, present, or follow up * Become a Servant Leader/Coach * Choice Model
* Use decision sequencing to facilitate congruent change *
* How, when to use the sales model * When/what to pitch * Listen for systems
* Join the Buying Decision Team * Recognize prospects who CAN buy
You’re not losing sales because your solution is bad; you’re losing sales because the sales model excludes the non-solution change management issues buyers must address to get the necessary consensus for a purchase, leaving you chasing after those who have finally completed their buying journey – the low hanging fruit. By adding Buying Facilitation® to your sales process you can facilitate Buyer Readiness early in their decision path (in their Pre-Sales process, before sales or solution data would be relevant), and find, facilitate, and close those who CAN buy. Read an article that describes the decision process all buyers (regardless of type, size, or price of a solution) go through before they can buy.
What can I expect? This program involves a unique Learning Enablement process. Take a look at the syllabus: Buying Facilitation® Syllabus. To enable participants to achieve efficient, permanent learning with no resistance, the course models what it teaches. A true skills training that facilitates learning, and a mirror to what buyers must do to manage their internal change and buy-in during their Pre-Sales decision path, participants learn to
- facilitate their own recognition of a need to add something new,
- unwrap the internal elements they must address to change/learn congruently,
- avoid resistance and get internal buy-in
while learning how to traverse the steps buyers take to buy.
What will I take away? Buying Facilitation® is NOT sales, but a unique change facilitation model that works with sales to help buyers navigate efficiently and congruently through their Pre-Sales change issues that the sales model doesn’t handle. Efficiency – a focus on finding and meeting only buyers who WILL buy (vs those who SHOULD buy) and closing in one-third the time; Servant Leadership – helping real prospects navigate their confusing internal consensus and decision making through the entire Buying Decision Path to consensus and Buyer Readiness; Differentiation: by focusing first on Buyer Readiness instead of solution placement, sellers represent their companies uniquely and with integrity; Additional tool: an add-on to sales that first manages consensus and change management; Results: over the decades my corporate training programs have enabled learners to experience very high closing rates that surpass using just the sales model alone.
Who takes this course? Anyone in an influencing position – sellers, managers, coaches, leaders – interested in facilitating permanent change, congruently; anyone who recognizes that selling doesn’t cause buying and that buyers must manage change before buying; anyone seeking a Servant Leader approach to the sales process. Some companies I’ve trained over the past 35 years include: KPMG, IBM, KLM, DuPont, Clinique, Bose, Morgan Stanley, GE, Wachovia, DEC.
Where is it? Microchip Limited, 720 Wharfedale Road, Winnersh Triangle, Wokingham RG41 5TP. The program will be 40 miles west of Heathrow making it easy to reach from around the UK or from other countries. There is free parking on the premises and a discounted rate at the Holiday Inn next door to the facility. You will be sent all necessary data prior to the program.
Who am I? I’m the developer of Buying Facilitation® and the author of the New York Times Business Bestseller Selling with Integrity, and the Amazon bestsellers Dirty Little Secrets: why buyers can’t buy and sellers can’t sell, and What? Did you really say what I think I heard? I have trained this model since I trained Helping Buyers Buy for KLM in 1985.
*Prerequisite: As foundational material, each participant must read Dirty Little Secrets: why buyers can’t buy and sellers can’t sell. The course will move beyond the material, and will be confusing to those who haven’t read the book.
I look forward to meeting you. If you have questions, call/email me directly: sharondrew@sharondrewmorgen.