How do we teach sales people how to learn buying facilitation(tm)?

Thanks, Kelley. I'd like to think I'm also the developer of the material as well as the expert :)

The answer isn't straightforward. First you must decide if you want a new skill set to add to your sales model, or if you just want a few Facilitative Questions to use now and then. One is easier than the others.

Then, decide if you want everyone to take classroom training, or do Guided Study together, weekly, over 26weeks.

To learn Buying Facilitation(tm), it takes a change in thinking and in the brain. It's a change management model that works alongside of sales - much like a golf putt takes a different stance and uses a different club than a driver stance/club.

Ultimately, I am offering an additional skill set than the skill set learned for sales. And you can keep using the selling model, but AFTER you start with facilitating the buying journey/buying decision. So the timing is different.

And the skills are wholly different: I teach people how to listen for systems, formulate Facilitative Questions and Presumptive Summaries, and use an iterative Decision Sequencing process. I'm actually making each learner a change agent, or a servant-leader, or a GPS system to lead others through their change management issues.

If you go to www.newsalesparadigm.com and look around, you might get some good ideas. And call me. I can train your trainers. I also have licensees around the world who can train a mini program if your folks only want to learn a bit.

Let me know how I can best serve.
sharondrew