This is a copy of an email I got from a prospect considering whether or not to attend my public Buying Facilitation™ training. I’ve included my response so you can see how I use the decision facilitation model to help the buyer buy. This is unedited: I just omitted his name.
Hi Sharon Drew,
I’ve got [...]

This week I was inspired by my friend Scott Allen’s post on the AmEx OPEN Forum called: Is your business ready for the new normal?
His excellent article got my attention right at the beginning:
As the economy begins to rebound, are you wondering when things will get back to normal for your business?
If you believe the prognosticators and [...]

The buying decision journey involves more than finding a solution: buyers have private stuff they must complete and decide on with colleagues before they get the buy-in to make a purchase. We’ve sat and waited while they’ve done this.
That has been the downfall in the sales model. Until now, and as a result of our inability to have influence over [...]

Lately, I’ve noticed folks using the term buyer facilitation. For folks liking the term ’Buying Facilitation®’ but are thinking ’sales’, buyer facilitation is a great compromise. For me the difference is simple: sales manages the needs assessment/ solution placement end of the buyer’s decision…

Do you know why you lose sales? Really? Do you assume that everyone with a need is a prospect – until they aren’t? Do you know it’s possible to know exactly who will not ever buy – on your first call?Using sales alone, it’s not possible to know why you’ve lost a sale, or who will never buy, because the focus on need and solution placement assumes that if there is a ‘need’ you should be able to place your solution.

I could never figure out why I was born with a warm, loving heart, and a brash, obnoxious personality.