What Is Buying Facilitation®?

Buying Facilitation® is the new sales paradigm.

It is a decision-facilitation methodology that

• increases your closing ratio, even in a down economy,
• helps your buyers decrease their sales cycle by more than 50%,
• differentiates you from the competition,
• influences your buyer's buying decision process,
• eliminates the need for price wars and objections,
• creates a trusting, collaborative communication that forms the basis of a long term relationship.

It will alter the sales process in the following ways:

1. It supports the decision-facilitation and solution-finding process of the buyer rather than pitch, promote, or present product;
2. It eliminates inappropriate prospects in one or two calls;
3. It dramatically decreases the sales cycle;
4. It facilitates decision-making for individuals and groups who take a long time to make a buying decision;
5. It creates an instantaneous relationship of trust and collaboration between buyer and seller;
6. It takes your offering out of the competition and away from price sensitivity;
7. It widens the potential market for your products by appealing to those prospects who didn't know they need your product;
8. It teaches buyers how to recognize, use, and appropriately alter their buying patterns;
9. It teaches Teams of Influence how to gather and operate from the cultural norms and values that must be taken into account in a buying decision.

Buying Facilitation® can be an adjunct to your sales process by supporting the buyer's buying patterns.

Buying Facilitation® involves a different skill set than selling. Your results will be different also. To be a Buying Facilitator, you will need to learn how to:

• separate  the selling process (product placement, needs analysis) from the decision making process (involving the people, policies, management, time issues that maintain the current Identified Problem);
• help buyers make the unique, hidden, internal decisions they must make prior to making a purchase;
• create collaborative communication that expedites decisions, in addition to  placing products.

Until now, you’ve been selling by uncovering need, gathering information, and finding ways to place product. And you’re very good at what you do.

What is stopping you from closing all the sales you deserve to close?

Because the buyer’s buying decision involves many elements that buyers need to address that are hidden from the seller, it is necessary to learn an additional skill set in order to influence the process. Otherwise, you will remain waiting for the decision, and outside the decision making, as you have until now.

Do you want to sell? or have someone buy?