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Buying Facilitation Book Sample

Buying Facilitation Book Sample

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Published by Sharon Drew Morgen
A two chapter sample of the ebook, "Buying Facilitation: The New Way to Sell that Influences & Expands Decisions"
A two chapter sample of the ebook, "Buying Facilitation: The New Way to Sell that Influences & Expands Decisions"

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Published by: Sharon Drew Morgen on Aug 22, 2008
Copyright:Traditional Copyright: All rights reserved

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02/13/2011

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THE NEW WAY TO SELL THATINFLUENCES & EXPANDS DECISIONS
© 2003 Sharon Drew Morgen
Sales Edition
 
BUYING
FACILITATION
®
“Sharon Drew Morgen takesRackham’s approach a step further. . .She holds that the salesperson’s jobis to help prospects efficientlyarrive at whether their needscan be satisfied by the seller’scompany. . . The wholeapproach centers onmeeting the customer’sinterests, not theseller’s.”
—Philip Kotler
author of
MarketingManagement
by
Sharon Drew Morgen
Author of New York Times
 
Bestseller
 
Selling withIntegrity
 
and
Saleson the Line
S A M P L E
to purchase complete book go towww.buyingfacilitations.com
 
This book is dedicated to all sellerswho understand that their jobis to serve their customers.
Buying Facilitation: The New Way to Sell That Influences and Expands Decisions
Copyright © 2003 by Sharon Drew MorgenISBN 0-9643553-0-2The Buying Facilitation Method
®
is a registered trademark.
buying facilitation:the new way to sell that influences and expands decisions
SAMPLE
ii
© SHARON DREW MORGEN SDM@AUSTIN.RR.COM WWW.NEWSALESPARADIGM.COM WWW.DECISIONCONNECTION.COM
 
buying facilitation:the new way to sell that influences and expands decisions
SAMPLE
iii
© SHARON DREW MORGEN •SDM@AUSTIN.RR.COM •WWW.NEWSALESPARADIGM.COM •WWW.DECISIONCONNECTION.COM
contents
PrefaceivIntroduction1
part one
how buyers buy
1
 Why Sales Doesnt Work Anymore6
2
 What Happens Following Your Sales Presentation10
3
 Your Customer Is Part of a System15
4
How Buyers Make Buying Decisions20
part two
how to help your buyer buy
5
The Buying Facilitation Method
®
26
6
 A Pond Analogy30
7
Using Buying Facilitation with Sales36
8
 Asking Facilitative Questions43
9
Listening49
part three
serving your buyer
10
Putting It All Together56
11
Two Scenarios61
12
 Applications70
13
Conclusion76Bibliography78 About the Author79 About Morgen Facilitations80

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