CHAPTER 8
Facilitate, Part I: Create Collaborative Solution Presentations Focused on the Buyer
“Everything should be made as simple as possible, but not simpler.”
—ALBERT EINSTEIN, physicist
To facilitate means to make it easier, or less difficult, for something to be accomplished—which is exactly what we need to do for our buyers; make it easy for them to see how our solution matters to Them. You help Them easily see how your solution connects to their specific POWNs with the Facilitate step. Facilitating is not as much show and tell as it is collaborate and sell. It’s your opportunity to demonstrate your solution and expertise.
Buyers need ...
Get Conversations That Sell now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
