: These are not for gathering info, but for leading the buyer to discover their own internal barriers to change.
: Proponents claim it can increase close rates to 40%, compared to the ~5% average of traditional methods. buying facilitation
Traditional sales focus on the (the product or service), whereas Buying Facilitation focuses on the change management the buyer must go through before they can even consider a purchase. 🔑 Key Principles : These are not for gathering info, but
"Buying Facilitation" is a sales methodology developed by Sharon Drew Morgen that shifts the focus from "selling a product" to "facilitating the buyer's internal decision process". 🎯 The Core Philosophy 🔑 Key Principles "Buying Facilitation" is a sales
: Buyers live in complex internal systems (politics, rules, stakeholders). They cannot buy until they figure out how to manage the disruption a new purchase will cause.
: It allows sellers to identify on the very first call who will buy versus who should buy, saving time on "chasing" leads.
