Facilitative Selling: Helping Customers Buy

The Facilitative Selling* process in Helping Customers Buy is about putting the customer first. Not saying the customer comes first. Proving the customer comes first. Facilitative Selling is a step-by-step framework for developing stronger and more profitable customer relationships. The result is increased sales in the present, and perfect positioning for high-profit follow-up business and referrals.

Facilitative Selling emerged in the 1990s as the preferred way to sell, in part because it reflects the fundamental service orientation of our economy and in part because customer relationships are becoming one of the primary value-added differentiators in an increasingly competitive global market.