Facilitate The Buying Process By Understanding How They Think
Facilitate the buying process by tapping into the way that your prospects and clients think…
N.B This post was originally called “Buyer Facilitation – By understanding how they think”
(Buyer Facilitation (R)) is also a term used my SharonDrew Morgen in the US. I was not using it in the context that SharonDrew uses it. Indeed SharonDrew has trademarked the phrase and has pointed that out to me. Please read our comments below. Out of respect to a fellow sales guru I wanted to change this post and also give SharonDrew a plug for her book etc)
As you probably know already, I am always going on about facilitating the buying process.
You need to understand how people make their buying decisions and then you need to facilitate this process.
The bottom line is that you need to make it easy for them to buy.
Now there are many areas in which you can do this and it was only last Friday that I received an email from Vic asking me for a graphical representation of how some buyers prefer to receive and take in information. And this is an absolute “must understand” area if you want to master your sales and to facilitate the buying process.
You see, if you are very detailed to a “big picture” person then you are not going to do yourself any favours when facilitating the buying process.
Conversely if you cover your content very quickly with broad strokes and your buyer wants to know the ins and outs down to the inner leg measurements of the installation team, then that will only make things worse for you too.
Instead, you need to tap into your clients way of thinking and then give them what you want.
In the PDF download below I’ve drawn an image that will help you to sell to GLOBAL, BIG PICTURE thinkers and also DETAILED, SPECIFIC thinkers.
Click Here To Download The Image Above
There are many areas in which you can “tap into” your buyers way of thinking. These are just two of them.
I hope they give you some useful pointers?
Happy selling!
Sean
Sean McPheat
The UK’s #1 Authority On Modern Day Selling
MTD Sales Training
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hi folks: am a bit perplexed: as the developer, inventor, and patent holder of the Buying Facilitation(R) method, i noticed my name was not included in your note above – no attribution for the developer of the model. interesting.
also, when you use Buying Facilitation(R) it has an (R) next to it. Please feel free to use it – but with the (R), with attribution (my name is Sharon Drew Morgen), and defined correctly. the definition i have is:
Buying Facilitation(R): the skill to help buyers maneuver through their beyind-the-scenes decision issues so they can garner buy-in for all of the internal people/policy issues they must manage before they can make a buying decision.
If your folks want illustrations, etc. check out my new book on this topic: Dirty Little Secrets: why buyers can’t buy and sellers can’t sell and what you can do about it. Or check out my blog: http://www.sharondrewmorgen.com and check out my site; http://www.newsalesparadigm.com which i’ve had for about 12 years.
sd
Thanks for the comments SharonDrew.
Unlike many bloggers, I always approve my comments as I never have anything to hide! And discussion is good!
Until you mentioned “Buyer Facilitation” I have to be honest but I had not heard of it. And my blog posting was not made in any context or with any reference to your model (because I don’t know what it is yet!)
The posting was made in context to NLP in terms of global and specific thinkers and not to your model so if you’ve worked long and hard to get trademarks etc then it’s understandable that if you see your “phrase” then you’d want to protect that.
I haven’t “misused” your term because I was unaware that it was a term in the first place!
Anyhow, I respect the work you’ve done with this and therefore I recommend to my 30,000 readers that they check out your site and your book on your links above.
Although I have no prior knowledge of the publication or it’s contents your definition above looks interesting and one that I would recommend.
Thanks again and hopefully we can do something together in the future.
Sean