Origin of this Sales Methodology
Sharon Drew Morgen is the inventor of the Buying Facilitation® method.
Description of the Methodology
Buying Facilitation® is a sales methodology developed by Sharon Drew Morgen that shifts the focus from selling to enabling the buying process. It is designed to facilitate the buyer’s journey by helping them recognize their needs, consider their options, and ultimately come to a decision more efficiently. This method operates on the premise that a salesperson’s role is to serve as a catalyst for change and decision-making, rather than to persuade or influence a sale through traditional methods.
The Secret Sauce
The distinctive feature of Buying Facilitation® is that it puts the buyer’s decision-making process at the forefront. Rather than pushing a product or solution from the outset, it employs a series of facilitative questions and listening techniques to help buyers articulate their own needs and discover the best solutions for themselves, often leading to more sustainable and satisfactory purchasing decisions.
Situations in Which it Might Be Used
Buying Facilitation® is especially useful in complex sales environments where the decision-making process is intricate, and buyers are required to navigate a maze of internal considerations and stakeholders. It’s beneficial in situations where trust and change management are critical factors in the buyer’s decision-making process.
Other Key Concepts
- Facilitative Questions: Designed to lead buyers through self-discovery and self-reflection to identify and understand their own needs and the implications of addressing them.
- Change Management: Assists buyers in recognizing and managing the internal changes that new solutions may entail within their organizations.
- Systems Thinking: Encourages understanding the buyer’s environment as an interconnected system, recognizing how a purchase decision impacts various parts of the organization.
Further Reading
Selling with Integrity by Sharon Drew Morgen
Dirty Little Secrets: Why buyers can’t buy and sellers can’t sell and what you can do about it by Sharon Drew Morgen
The New Solution Selling by Keith M. Eades
