Facilitating Success, One Decision At A Time

Sharon Drew Morgen

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What to expect from a keynote speaker

keynote speakerLike every group who brings in a keynote speaker, your needs are unique. You want someone to motivate your successful team to be even more successful; you want new ideas to excite the imagination of a newly formed team; you want a subject matter expert to incite and inspire a group moving on to new initiatives; you have limited funds and seek a lower-priced speaker who has a good reputation.

Every need requires a different type of speaker, and one speaker – regardless of reputation or success of their book sales – doesn’t fit every situation.

How can you make sure that the needs you have match the capabilities of the speakers you’re considering? After A. getting agreement on the exact criteria you need to meet from the user group leaders and the meeting planners, B. putting together a list of your best guesses of speakers who will meet your goals, C. looking them up on line and watching their videos and culling the best, call them and say:

We’re going to be meeting in (June) of this next year and seek a speaker to (engage our sales winners with new ideas that will promote success). We saw your video and put you on a short list of speakers to consider. I’d like to ask you a few questions:

1. What do you need to know about us and our needs to make sure we have a win-win?
2. How do you engage audiences to incite them to success?
3. What do you expect our takeaways to be?
4. How will you know you’ve succeeded with us? How will we know?
5. Do you recommend the use of Twitter during the talk to enable instantaneous ideas for all to see during the talk?
6. Do you use a Q&A during the keynote? Or do a traditional talk?

Note their replies; collect your impressions and share them with the rest of the group. This will give you a good idea of how to choose the best keynote speaker for your situation. The best for you will be obvious.

Contact Sharon Drew to hire her as your next keynote speaker. Sharondrew@sharondrewmorgen.com | 512-457-0246

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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.