Morgen Facilitations, Inc IT'S NOT YOU. IT'S NOT YOUR PRODUCT. WHAT'S STOPPING YOU FROM CLOSING ALL OF THE SALES YOU SHOULD BE CLOSING? 1 WHAT IF YOU COULD HELP THEM UNDERSTAND HOW TO DECIDE? WHAT IF YOU COULD FACILITATE THEIR BUYING PROCESS? IT'S THE HIDDEN PLACE BUYERS GO TO MAKE A BUYING DECISION. THE BUYING DECISION PROCESS IS DIFFERENT FROM THE PROBLEM RESOLUTION PROCESS.

Buying Decision Funnel Product Decision Funnel Buyers Manage Internal Decisions for Buy-In and Change. Sellers Support Choices to Resolve Identified Problem THERE ARE TWO PHASES OF SELLING 2 What’s the problem that needs resolving? What people, policies, political issues need consideration? What are the needs? What problems need resolving? What product or solution is best? How to implement it? Morgen Facilitations, Inc Solution Which stakeholders need to be included? What criteria must be met for their buy-in? What decisions must be made around current vendors?

PROBLEMS WITH IGNORING THE BUYING DECISION 3 Without Buying FacilitationWith Buying Facilitation Close sale in half the time Trusted Advisor status on first call No objections Communication agreements set early Product purchase a natural result of solution design and decision facilitation Prospects discovered, created, omitted on first call Full range of needs discovered quickly Protracted sales cycles Difficulty differentiating Price/time/need objections Long, unmanageable silences Money/time spent on RFPs, product placement, presenting Time wasted on inappropriate prospects Leave money on the table Morgen Facilitations, Inc

Where are we? How did we get here? What's missing? How can we resolve our problem with known (familiar) resources? How do we get buy-in from all elements associated with Identified Problem? THE BUYING DECISION HAS MANY COMPLEXITIES Identify present and historic elements that maintain Identified Problem. Decide if familiar solution provider can resolve Identified Problem. Decide criteria for choosing new solution provider if necessary. Recognize how to manage problem resolution so all stakeholders and policies can buy-in without fallout. Buying Decision Funnel 4 Morgen Facilitations, Inc

BUYERS AND SELLERS HAVE DIFFERENT JOBS BUYER SELLER All Elements addressed Issues uncovered Problems defined Change issues noted Decision makers in agreement Policies upheld Appropriate information to manage all unique variables Decide Collaborate Negotiate Partner Implement 5 Morgen Facilitations, Inc

WHERE DOES ALL THE TIME GO? 6 Morgen Facilitations, Inc Initial sales presentation Follow-up visits Complete the sale BUYER SELLER Complex decision process CONVENTIONAL SELLING Facilitated buying decision BUYER SELLER BUYING FACILITATION Complete the sale (Problem-solving Product placement and Final close)

WHAT RESULTS CAN YOU EXPECT? 7 Morgen Facilitations, Inc  Sales close in half the time  prospects manage and mitigate decision issues quickly  all stakeholders and hidden criteria discovered from first call  Further time benefits  viable buyers and tire kickers discovered on first call  expensive presentations no longer necessary  new prospects generated outside normal demographic  Creating value every visit  entire decision team joins first visit  Respond only to winnable RFPs  or get invitation to design RFP  Rapidly reach trusted collaboration  become part of decision team and accelerate discovery % proven increase over conventional results

WHAT RESULTS CAN YOU EXPECT? 8 Morgen Facilitations, Inc Would you rather sell? Or have someone buy? Sharon Drew Morgen Morgen Facilitations, Inc. 411 Brazos St. #220 Austin TX