As an adjunct to the sales model, Morgen has taught Buying Facilitation\u00ae globally. She has written 7 books on the topic, including Selling with Integrity, Dirty Little Secrets (why buyers can\u2019t buy and seller\u2019s can\u2019t sell), Sales on the Line, and Buying Facilitation\u00ae. She has appeared on NPR, CNN, and CNBC as an authority on the buying decision process. She has personally trained 25,000 on five continents in Buying Facilitation\u00ae.<\/p>\n
Morgen\u2019s newest work is on listening, collaborating, and making sure communication partners hear each other to limit restrictions and maximize creativity, change management, and leadership.<\/p>\nContact us to book this speaker<\/span><\/a>\n The sales model places solutions. But as our corporate cultures and buying decision team members get more diverse, giving prospects data about our solutions isn\u2019t good enough. Buyers must get buy-in from many people before they have agreement for a purchase; the sales model doesn\u2019t offer skills to facilitate the systemic, idiosyncratic buy-in process. In this provocative talk, Sharon Drew offers audiences a look into buying decisions from the buyer\u2019s viewpoint, and adds a decision facilitation capability to sales to bring all decision makers together quickly; enlist the buying decision team on the first call and improve revenue eight fold by managing both ends of the buyer\u2019s decision process.<\/p><\/blockquote>\n Selling and buying are two different activities. Sales only handles one of them and is not part of the buyer\u2019s private, idiosyncratic buying decision process. As a result, sellers wait for the low hanging fruit to drop and close merely 7% of all prospects. Companies hire 5x more sales people than necessary, face delayed sales cycles, and waste 90% of a seller\u2019s time. It\u2019s possible to know who is going to buy, when: 80% of buyers will buy within 2 years \u2013 from a different vendor. The time it takes buyers to get the appropriate buy-in from the full buying decision team, and to shift the corporate culture to allow change, is the length of the sales cycle. This provocative talk exposes issues that prevents sales and offer ideas to enhance closing through helping buyers buy.<\/p><\/blockquote>\n Did you know that we hear merely 30% of what is said to us? That our entire lives are biased by how well we can hear what others intend to convey? We pick our jobs, our spouses, our friends and neighbors according to our listening capability. In this very provocative talk, Morgen explains how we listen and what we listen for, how our listening restricts our collaboration, creativity, leadership, and success, and offers fresh ideas of how to have more choices and success in how we hear what others intend to convey.<\/p><\/blockquote>\nContact us to book this speaker<\/span><\/a>\n
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<\/br><\/p>\nSelling doesn\u2019t cause buying<\/h3>\n
Do you want to sell? Or have someone buy?<\/h3>\n
What? How to really hear what others want to say.<\/h3>\n
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