THE MORGEN Buying Facilitation METHOD® TRAINING
2 DAY PROGRAM for Licenseholders

We have currently designed a 2-day training program, embedded in a 5-day Train the Trainer program, that embodies the skills of Buying Facilitation in a simple, easy to adminster course, and allows sellers to understand all of the components of the buying decisions that buyers need to make.

Until now, we have not had a mainstream program available with which to teach Buying Facilitation. Here is our new mainstream program targeted for training companies or large sales teams seeking to learn the ideas behind the Buying Facilitation method.

The results of this program are:

  • Sellers will understand how buyers buy and all of the complexities within a buyer's buying environment;
  • You will learn five Facilitative questions to use that will help buyers define their own buying patterns - and teach them how to choose you as their vendor.

This program can be customized for any industry or market. Although it is currently set up as a Facilitating Buying Decisions program, the course can be altered to more closely match your specific market.

Sharon Drew Morgen will be running the trainer training programs that will support you through the learning process. To get licensed to deliver the 2 day program a five day train-the-trainer module is needed. Contact us with the form below for additional details.


Two Day Buying Facilitation Prospecting Program Syllabus

Day 1.  [note: monica - can you plz take out the underlinings?]

  • LECTURE 1: Opening lecture: How do we sell now?; Previous Behaviors; What do we need to think differently?
  • LECTURE 2: How the Course is Run
  • LECTURE 3: Introduction to the differences between buying and selling. Sales vs. Buying Decisions; Buying Decision Funnel
  • EXERCISE 1 : How do Buyers Think?
    • EXERCISE 1A: Role Play and Discussion
  • BREAK
    • EXERCISE 1B : Questionnaire
    • EXERCISE 1C: Q&A Debrief following Exercise
  • LUNCH
  • LECTURE 4: The Buyer's Buying Environment: What is a system?; The Buying Environment; Relationships; Interventions; People; Policies; The Hidden Systems that Maintain a Perceived Problem; Selling Until Now
  • BREAK
  • EXERCISE 2: An Anatomy of a Buyer: Managing the Buying Decision
    • EXERCISE 2A: Write a Biography
    • EXERCISE 2B: Sell Your Partner
    • EXERCISE 2C: Answer Questions
    • EXERCISE 2D: Debrief Entire Exercise
  • . LECTURE 5: Selling vs. Buying - Two Different Jobs
  • CLOSE - DEBRIEF

DAY 2.

  • OPEN FRAME: Integration: Questions and Answers
  • EXERCISE 3: Whole Group Discussion
  • LECTURE 6: What do Buyers Need to Make a Decision?
  • BREAK
  • EXERCISE 4: How Can We Prospect More Efficiently?
    • EXERCISE 4A: Small Group Discussion
    • EXERCISE 4B: Debrief: Open Discussion
  • LECTURE 7: Facilitative Questions
    • LECTURE 7A: The Difference between Information Gathering Questions and Facilitative Questions; What we're attempting to do.
    • LECTURE 7B: Introduction to Facilitative Questions
  • LECTURE 8: Demostration and Discussion
    • LECTURE 8A: Demonstrate Facilitative Questions
    • LECTURE 8B: Debrief
  • LUNCH
  • EXERCISE 5: Practicing Facilitative Questions
    • EXERCISE 5A: Role Plays
    • EXERCISE 5B: Debrief
  • BREAK
  • EXERCISE 6: Replay of Day 1 Role Play with BIO
    • EXERCISE 6A: Role Play
    • EXERCISE 6B: Questionnaire
    • EXERCISE 6C: Q&A Debrief following Exercise
  • EXERCISE 7: Impact on Daily Routines
  • CLOSE - ACTION PLANNING

 

 

Fill out this form completely, and you will be contacted.

First Name:
Last Name:
Company:
Position:
Phone Number:
Email:
Current association with sales training:
Tell us a little about how you would like to use the training so we can help:

We will get back to you shortly to follow up. Thank you for your interest.

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