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Making Change Work: why is buy-in necessary and how to make it work

As the 5th installment of a 6 part series called Making Change Work, this podcast is about buy-in:

  • what buy-in means in terms of the change management process
  • how and when buy-in occurs
  • why people do not buy-in
  • how a leader can get someone who is resisting to not only buy-in but to do so happily
  • when the change agent should begin to seek buy-in from the various stakeholder groups
  • what skills change agents need to gain employee buy-in and how can they acquire these skills
  • what leaders can do to programmatically embed the buy-in approach to their change management policies

Listen now:

For the full series, go to: www.facilitatingbuyin.com

Note: these podcasts are equally relevant for sales as well as change management: our buyers must get buy-in across their Buying Decision Team members before they can make a purchase. This free series will explain just what’s going on in the buying process.

sd

Making Change Work: why is buy-in necessary and how to make it work is a post from: SharonDrewMorgen.com

Read the original blog entry...

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.

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