The time it takes buyers to come up with their own answers is the length of the sales cycle

1. The time it takes buyers to come up with their own answers is the length of the sales cycle. Morgen Facilitations, Inc. - www.newsalesparadigm.com - sdm@austin.rr.com - 512-457-0246 © 2007, Morgen Facilitations Inc. -Sharon Drew Morgen

2. Buyers don't need your product; they need a business solution. Morgen Facilitations, Inc. - www.newsalesparadigm.com - sdm@austin.rr.com - 512-457-0246 © 2007, Morgen Facilitations Inc. -Sharon Drew Morgen

3. Information doesn't teach someone how to make a decision. Morgen Facilitations, Inc. - www.newsalesparadigm.com - sdm@austin.rr.com - 512-457-0246 © 2007, Morgen Facilitations Inc. -Sharon Drew Morgen

4. Sales treats an Identified Problem as an isolated event, rather than part of a system that has maintained it and integrated it over time. Morgen Facilitations, Inc. - www.newsalesparadigm.com - sdm@austin.rr.com - 512-457-0246 © 2007, Morgen Facilitations Inc. -Sharon Drew Morgen

5. Lost sales are not the fault of the buyer, the seller, or the product; the sales model is broken. Morgen Facilitations, Inc. - www.newsalesparadigm.com - sdm@austin.rr.com - 512-457-0246 © 2007, Morgen Facilitations Inc. -Sharon Drew Morgen

6. Selling involves needs assessment and product placement; Buying Facilitation involves helping buyers make the internal decisions necessary that will help them change without disruption. Morgen Facilitations, Inc. - www.newsalesparadigm.com - sdm@austin.rr.com - 512-457-0246 © 2007, Morgen Facilitations Inc. -Sharon Drew Morgen

7. Until or unless the internal issues that created the problem are managed so that disruption will not occur, buyers won't buy. Morgen Facilitations, Inc. - www.newsalesparadigm.com - sdm@austin.rr.com - 512-457-0246 © 2007, Morgen Facilitations Inc. -Sharon Drew Morgen

8. Knowing how customers decide doesn't accelerate their decision making. Morgen Facilitations, Inc. - www.newsalesparadigm.com - sdm@austin.rr.com - 512-457-0246 © 2007, Morgen Facilitations Inc. -Sharon Drew Morgen

9. If buyers don’t decide to buy, it doesn't matter what you are selling, how good you are, or how great your presentation. Morgen Facilitations, Inc. - www.newsalesparadigm.com - sdm@austin.rr.com - 512-457-0246 © 2007, Morgen Facilitations Inc. -Sharon Drew Morgen

10. Buyers won't buy until they amend the people and policy issues that hold their status quo in place. Morgen Facilitations, Inc. - www.newsalesparadigm.com - sdm@austin.rr.com - 512-457-0246 © 2007, Morgen Facilitations Inc. -Sharon Drew Morgen

11. Morgen Facilitations, Inc. - www.newsalesparadigm.com - sdm@austin.rr.com - 512-457-0246 © 2007, Morgen Facilitations Inc. Would you rather sell? Or have someone buy? Morgen Facilitations, Inc. 411 Brazos St. #220 Austin TX 78701 512-457-0246 [email_address] www.newsalesparadigm.com www.sharondrewmorgen.com www.buyingfacilitation.com Developer of Buying Facilitation Method® Author of Selling with Integrity Sharon Drew Morgen