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Nursing Your Soul Group

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Joseph Watson
Joseph Watson

Buying Facilitation ##BEST##


Why do some customers fail to buy, even if they have the need and the budget, and they tell you that they have made the decision? What causes the customers' indecisiveness, and what can you do about it?! Join the travel to decision phycology and decision facilitation and find out, how you and your colleagues can lead the customers towards a clear decision.




buying facilitation



Why does so much of the sales effort fail? Why do some customers avoid buying, even if they have both the need and budget, and they tell you that the decision has been made? Why do some customers "vanish" into thin air, when they promised to come back on your offer?


This is a mystery to most salespeople. But when you get to know the research in decisions and decision processes, the mystery is solved. You will get familiar with Sharon Drew Morgen's "Buying facilitation" and Nobel Prize winner Daniel Kahneman's research in decision psychology.Decision facilitation is the process before the salesperson presents the product. The salesperson is transformed into a "midwife" and project manager for a while, and will wait with the actual product presentation, until the buyer is clear on what, where, how, and how much.


The decision to buy has surprisingly little to do with you, your product or the price! Buying is so complex, since it actually is a "change" to buy something from a supplier that you have never done business with before. Decision facilitation is much like change management. The salesperson helps the customer to realize if they want a change or not.


Notice: Decision facilitation is no guarantee of a "yes" to the salesperson's product! Much of the sales effort is wasted on processes, which end up with a "no", or the customer "disappears" and is impossible to get in contact with. Using decision facilitation as a method ensures that you don't waste time on "maybe's" and indecisiveness on your way towards a decision - which can be both "Yes" and "No".


Decision facilitation is a method that leads the customer faster to a decision on if and what they want. Both you and the customer save time and energy on indecisiveness.


Decision facilitation is to "hurry up slowly" and being the customer's navigator in the decision - regardless if the customer chooses your product or not - it is effective, creates loyalty, and much more time saving than traditional presentations and sales pitches.


Facilitation is core to all successful UX workshops. However, facilitating workshops can feel daunting, especially at first. What does it mean to facilitate? What are your goals as a facilitator? What should you pay attention to? These are natural, first questions to ask as you begin your journey as a facilitator. This article walks you through the fundamentals of workshop facilitation.


(Workshop facilitation should not be confused with facilitation in user research. The latter refers to interacting with the participants during a usability test or some other research activity involving users.)


Facilitation is an art, not a science. Depending on the goal of the workshop, the audience, and the dynamic, you will have to adjust your facilitation style. However, there are 6 principles that always stand true:


Materials. These are the tangible materials you use throughout a workshop. Materials help create artifacts and capture group memory, which is vital in order to achieve our facilitation goals of equal participation and mutual understanding. They often include:


The more you facilitate, the more robust your toolkit will become and the more comfortable you will get with the various materials, activities, and techniques. If you are beginning to build a facilitation competency within your organization, consider establishing a communal toolkit that can be a resource for current and future facilitators to use and expand.


Trade facilitation stands for reducing administrative burden for traders and creating a reliable, fast and cost-effective environment for cross-border trade. It is a reform process in which public managers and traders face many questions:


As a public web-based tool the TIFG, is not only easily accessible for any user it is also an interactive tool. Multiple external and cross links enable the user to navigate (link to how to navigate) between different domains and tools and at various levels of depth of information. These links also enable the TFIG to reflect linkages and dependencies between domains and solutions. It therefore aims at sensitizing its user to a holistic, rather than sectorial or organizational, approach on trade facilitation. 041b061a72


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