What Is Buying Facilitation?: Comparison Chart
For those of you with questions about the differences between traditional sales, consultative sales, and Buying Facilitation® here is a chart from Selling With Integrity which compares them. Hope this helps!
| The Beliefs | ||
| Traditional Sales | Consultative Sales | Buying Facilitation® |
|---|---|---|
| 1. The seller has the control and power in the interaction. | 1. The seller has control over the ultimate outcome, but shares control with the buyer during the interaction. | 1. The prospect has ultimate control over the outcome of the interaction. |
| 2. It's the seller's job to convince the prospect to buy the product. | 2. It's the seller's job to make the appropriate information available in a collaborative setting. | 2. The seller's job is to support the prospective buyer's needs. |
| 3. Everyone needs the product. They just have to be made to understand that they need it. | 3. The prospect will probably need the product once s/he recognizes what s/he is missing. | 3. The prospective buyer knows what s/he needs and can solve his/her own problems with the support of the seller's questions. |
| 4. People who don't buy are jerks. | 4. People who don't buy are making a big mistake. | 4. People buy only when they cannot solve their problems with their own internal resources, then they seek an external solution. |
| 5. It's a numbers game. Contact enough people and you'll make your numbers. | 5. It's still a numbers game. | 5. Sellers will find the right people to buy their product independent of their need to sell. |
| 6. Buyers lie and cannot be trusted. | 6. Prospects are guarded and keep their cards close to their chest. | 6. Prospective buyers and sellers trust each other and are honest with each other, communicating in a "We Space" uniquely their own. |
| 7. The seller has the answers and drives the sale. | 7. The seller has the answers but the prospect supplies critical input. | 7. Prospective buyers have the answers, sellers have the questions. |
| 8. Prospects don't know what they need. | 8. Prospects think they know what they need, but need help from sellers to get it right. | 8. Prospective buyers know what they need but prefer to work collaboratively with a seller in a win-win situation to support each other in getting their needs met. |
| The Skills | ||
| 1. Product knowledge | 1. Extensive product knowledge | 1. Ability to move between communication choice points to ensure understanding and continued rapport |
| 2. Open, pitch, present, close | 2. Open, pitch, present, close | 2. Questioning and listening skills |
| 3. Controlling the interaction | 3. Questioning and listening skills | 3. Responsibility for collaborative communication |
| 4. Objection handling | 4. Presentation skills | 4. Ability to shift communication skills to support the beliefs, needs, and culture of the buyer |
| 5. Negotiation skills | 5. Trust, rapport, and respect | |