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 an easy way to learn about your solution so they can decide if it has value to them and determine whether they will spend more time with you, move forward in the sales process, and ultimately, make the purchase. They need you to value their time and energy and will find you valuable when you collaboratively discuss how your solution specifically addresses their POWNs. Providing information that is timely and relevant to the buyer keeps the conversation collaborative and focused on Them.

Your goal is to make it easy for them to:

• Identify the value they will receive.

• Sell it to someone else—their spouse, manager, or team.

• Make a decision.

• Quickly receive or implement the solution.