Sharon Drew Morgen

Buying Facilitation: The New Way to Sell that Influences and Expands Decisions significantly updates Sharon Drew Morgen's revolutionary Bestseller Selling with Integrity and offers sellers additional skills to actually teach their buyers how to line up decision variables to discover and create their best solution. A true values-based approach, Buying Facilitation introduces the newest thinking in the field of sales, and is touted by marketing guru Philip Kotler as the next step beyond Consultative Selling. Sales is no longer merely a means to offer product data but a highly skilled profession in which sellers become true consultants, and lead buyers through all of those unique, internal, and hidden decisions that must be addressed (with business partners, initiatives, and internal decision-makers) before they can buy. Ken Blanchard says of Morgen's work: "Finally, a sales paradigm which supports our spiritual values and lays the foundation for the paradigm shifts occurring in business today." Not to be confused with conventional selling, The Buying Facilitation Method is a sequential questioning process that sits on top of 'sales' as we've known it. By incorporating values, integrity, servant-leadership, systems analysis, coaching, and decision strategy, Sharon Drew Morgen has given us another book that is an important addition to the thinking in the industry. As our preeminent thought-leader, Sharon Drew continues to redefine the job of a sales professional; in Buying Facilitation she makes the knowledge easily accessible to her large audience of those interested in truly supporting buyers in making their best purchasing decisions. Buying Facilitation has been used by visionary sellers in global corporations such as IBM, KPMG, and Pioneer Hibred for a decade, as a way to move the decision cycle ahead with integrity and efficiency in any purchasing environment, and to serve the buyer as a trusted advisor.

Somebody Makes a Difference

What? Did You Really Say What I Think I Heard?

Meeting the Business Demands of the '90s Through Phone Partnering

Sales on the Line

Jill Konrath

Sellers often don't close all of the sales they deserve to close. Why? The sales model itself fails to address the off-line issues buyers must manage before making a buying decision. Dirty Little Secrets takes the reader behind the scenes to understand how buyers buy, and offers tools to help them. Dirty Little Secrets exposes the problems with sales that have resulted in over 90% failure rates, and offers front-end decision facilitation tools to mitigate the failures.Until now, sales books have focused on helping buyers through the solution-placement end of the buying decision. No other book takes the seller through the behind-the-scenes issues that buyers must address before they get buy-in for a solution.This is not a sales book, but a sophisticated examination of systems, change, and decision making to help sellers close more, find more prospects, and greatly minimize the sales cycle. This book is essential for any serious student of sales.Do you want to sell? Or have someone buy?

Why Buyers Can't Buy and Sellers Can't Sell, and What You Can Do About It!

Dirty Little Secrets

Explores the paradigm-shifting "Morgen buying facilitation method" and explains how to improve sales through the recognition and support of buyers' buying patterns

Sharon Drew Morgen

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