Sharon Drew Morgen challenges conventional sales thinking and broadens the selling view to consider a more holistic environment she terms Buying Facilitation®. She contends buyers have many “off-line” decisions they must address which are outside of the initial problem or solution approach many sales people practice today. Sellers need to understand they have to do things differently to succeed in today’s challenging environment. Listen in for ideas on how you can better do that.
Sharon Drew Morgen is the bestselling author of NY Times Business Bestseller “Selling with Integrity” and 5 other books and 800 articles on her original collaborative decision-support model Buying Facilitation. Based on supporting the buyer’s internal (management) decisions, the material has been trained worldwide, in global corporations such as Coors, Wachovia, Intuit, KPMG, IBM, and retail corporations such as Clinique. Her new book Dirty Little Secrets is due for release this month.
