Facilitating Success, One Decision At A Time

Sharon Drew Morgen

Subscribe to Sharon Drew Morgen: eMailAlertsEmail Alerts
Get Sharon Drew Morgen: homepageHomepage mobileMobile rssRSS facebookFacebook twitterTwitter linkedinLinkedIn


Related Topics: Open Source Journal, CRM

Blog Feed Post

Podcasts: Easy Listening

Sharon Drew Morgen’s Interview

 

I decided to give you all of the podcasts, videos, and audio files of the interviews I’ve done so you can kick back and enjoy some ‘easy listening’ if you find listening easier than reading. I believe that you’ll be able to upload many of these onto your MP3 player for when you’re working out at the gym and need to get your mind off of the pain.

  • Tony Parinello Interview: Listen while long-time friends Tony and Sharon Drew banter about sales, how buyers buy, and what to do once you’re in front of VITO.
  • Tony Parinello Q&A: Hear Sharon Drew and Tony take audience questions – and hear how much fun they have as they come up with joint answers.
  • Maestro: With a few dozen attendees, we ran a training session in which I lectured and did a Q&A about Buying Facilitation® and sales. It was great fun.
  • Brian Carroll: Brian and I speak about how decision facilitation can help sellers become leaders for their clients/prospects.
  • Lee Glickstein: Lee is the fabulous thought-leader who developed Relational Presence and Speaking Circles. He and I discuss some ‘dirty little secrets’ and how sales folks can truly serve clients.
  • Clayton Shold: Clayton and I discussed how sales people can be better/better/best!
  • Lee Colan: Lee really wanted to understand Buying Facilitation® and how it could be used with sales.
  • High Velocity Radio: This was a fun interview: Stone asked me about the development of Buying Facilitation® and why it’s important.
  • Gravity Free Radio: Eric was the perfect foil: he made typical assumptions about selling, and we used our time to show how sales fails and what you can do about it.

If the time comes that you wish to actually learn Buying Facilitation®, and if you haven’t purchased Dirty Little Secrets yet, here is the link, the best way to go is with the Guided Study program. It’s a very very complete step by step learning tool in 26 complex learning sessions. For those of you suffering from the economy and need to pay out over time, or want to discuss what it is and what it does, contact me at sdm@austin.rr.com

sd -

And have a great holiday weekend. Get some rest, and travel safe.

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.