In 1988, I trained Helping Buyers Buy to a sales team at KLM. In 1997 my
2nd book Selling with Integrity was on the NYTimes Business Bestseller’s
list. In 1998 I was on CNN Airport News, in 6 minute segments, 8 times a day
for a week, worldwide. I have been on over 1000 radio shows, trained over
20,000 people on 5 continents in many of the Fortune 100 companies, and
written over 550 blogs, 1000 articles, and 7 books that sold to over
500,000 people, in 3 languages. I currently have licensees in 6 countries
training my programs. My sales blog has consistently been on the top 10 of
all sales/marketing blogs for years, with 20 syndications. Several global
corporations have trained Buying Facilitation® to their entire
international teams with an average success of 600% increase over the control
group which used only the sales model.
By any objective standard, I’ve bee... (more)
These days we all use some form of social networking: it’s delightful to
go onto LinkedIn and find colleagues from Europe who might have interest in a
program with me for when I travel across the pond – colleagues that
‘know’ me well enough through my various on-line profiles to be eager to
dialogue with me, discover ways to partner, just chat about places to stay.
And the use and quality of Skype has made it all as simple and cheap as
calling a friend in a different city.
IF WE TRUST EACH OTHER, WHY AREN’T WE CLOSING MORE?
With automatic ‘trust’ built in – we’re sort of family once... (more)
A recent client is an international B2B company with a very non-optimal
– but not unusual – way of compensating their sales folks.
They split the sales team into an Inside Sales group that makes
appointments, and Corporate and Field Sales teams to close them. The
structure, as well as the compensation, promotes failure: Inside Sales is
paid per appointment (with a tendency to push for an appointment with
whomever they speak with, regardless of their appropriateness); the other
sales functions are paid based on how many they close.
It’s a perfect storm: inappropriate leads are giv... (more)
There is an important NLP premise I hold dear: the meaning of the
communication is the response it elicits, separate from my intent.
I believe the truth in this dictum completely, down through my bones. That
belief, however is rather poignant, given my communications problems: as an
Asperger’s sufferer I sometimes unwittingly communicate in ways that harm,
confuse, or annoy. And knowing someone has been harmed because of my
inadequecies is deeply painful.
When asking a business friend of 5 years why we hadn’t spoken in
months, he tearsely told me he stopped talking to me when I s... (more)
I recently got a call from my VISA vendor, telling me they wanted to check on
some charges. Seems someone stole, and used, my credit card number: Chase
got curious when I apparently was getting my nails done in Austin at the same
time I was on a spending spree in Richardson, Texas, a place I”ve never
been to.
The only people who seemed to get what they wanted here were the folks who
used my number.
But as I look at the list of their purchases, lots of questions come up for
me. These folks didn’t buy a car, or book a first class ticket to Paris.
Instead they went to Wal-Mart and... (more)
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.
David Lucas
Cathy Lopez
Shaul Efraim
Terence Martin Breslin
Cory Marchand
David Hughes
James Carlini
John Iffert
Dan Stolts
Joe Zeto
