: Proponents claim it can increase close rates to 40%, compared to the ~5% average of traditional methods.
: These are not for gathering info, but for leading the buyer to discover their own internal barriers to change. 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 : Proponents claim it can increase close rates
"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.
: By helping buyers navigate internal hurdles early, the "waiting" period is drastically reduced.