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Steps along the Buying Decision Path

build-a-better-solution

The buyer’s route to a purchase starts before they consider a solution.

  1. Idea stage. Fred has an idea that something needs to change.
  2. Fred discusses his idea with colleagues.
  3. Fred invites colleagues to meet and discuss the problem, bring ideas from online research, consider who to include, possible fixes, and fallout. Groups formed.
  4. Consideration stage. Group meets to discuss findings: how to fix the problem with known resources, whether to create a workaround using internal fixes or seek an external solution. Discuss the type/amount of fallout from each.
  5. Organization stage. Fred apportions responsibilities, or hands over to others.
  6. Change Management stage. Meeting to discuss options and fallout. Determine
    1. if more research is necessary (and who will do it),
    2. if all appropriate people are involved (and who to include),
    3. if all elements of the problem and solution are included (and what to add),
    4. the level of disruption and change to address depending on type of solution chosen (and how to manage change),
    5. the pros/cons of external solution vs current vendor vs workaround.
  7. Add needs, ideas, issues of new members; incorporate change considerations.
  8. Everyone researches their portion of the solution fix (online research—webinars, etc., call current vendors or new vendors etc.). Discussions include managing resultant change.
  9. Consensus stage. Buying Decision Team members meet to share research and determine the type of solution, fallout, possibilities, problems, considerations in re management, policies, job descriptions, HR issues, etc. Buy-in and consensus necessary.
  10. Choice stage. Action responsibilities apportioned including discussions/meetings with people, companies, teams who might provide solutions.
  11. Meet to discuss choices and the fallout/ benefits of each.
  12. New solution chosen. Change management issues incorporated with solution choice.
  13. New solution implemented.

     The sales model handles steps 10-13. Marketing, marketing automation, and social marketing may be involved in steps 3 and 8, although it’s not clear then if the decision to choose an external solution has been made, the full fact pattern of ‘needs’ has been determined, or if the appropriate decision makers and influencers are included. Buyers muddle through this but we can enter earlier to help.

            I started up a tech company in London 1983-89 and developed Buying Facilitation® to teach my sales folks to navigate buyers through their decision path, change management, and buy-in BEFORE they began selling. We increased sales 5x within a month. I’ve been teaching this model (and coaching and consulting) since 1989 with similar results.

           My book Dirty Little Secrets: why buyers can’t buy and sellers can’t sell discusses these steps and how Buying Facilitation® can work with sales and marketing to enter the buy path earlier. Read two free chapters at www.dirtylittlesecretsbook.com . Contact me atsharondrew@sharondrewmorgen.com  to work with your sales or marketing initiatives or coach with sellers to facilitate the close faster.

Steps along the Buying Decision Path is a post from: SharonDrewMorgen.com

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More Stories By Sharon Drew Morgen

Sharon Drew Morgen is the visionary and thought leader behind Buying Facilitation® the new sales paradigm that focuses on helping buyers manage their buying decision. She is the author of the NYTimes Business Bestseller Selling with Integrity as well as 5 other books and hundreds of articles that explain different aspects of the decision facilitation model that teaches buyers how to buy.

Morgen dramatically shifts the buying decision tools from solution-focused to decision-support. Sales very competently manages the solution placement end of the decision, yet buyers have been left on their own while sellers are left waiting for a response, and hoping they can close. But no longer: Morgen actually gives sellers the tools to lead buyers through all of their internal, idiosyncratic decisions.

Morgen teaches Buying Facilitation® to global corporations, and she licenses the material with training companies seeking to add new skills to what they are already offering their clients. She has a new book coming out October 15, 2009 called Dirty Little Secrets: why buyers can’t buy and sellers can’t sell and what you can do about it which defines what is happening within buyer’s cultures (systems) and explains how they make the decisions they make.

Morgen has focused on the servant-leader/decision facilitation aspect of sales since her first book came out in 1992, called Sales On The Line.
In all of her books, she unmasks the behind-the-scenes decisions that need to go on before buyers choose a solution, and gives sellers the tools to aid them.

In addition, Morgen changes the success rate of sales from the accepted 10% to 40%: the time it takes buyers to come up with their own answers is the length of the sales cycle, and her books – especially Dirty Little Secrets – teaches sellers how to guide the buyers through to all of their decisions, thereby shifting the sales cycle from a failed model that only manages half of the buying cycle, to a very competent Professional skill set.

Morgen lives in Austin TX, where she dances and works with children’s fund raising projects in her spare time.