http://sharondrewmorgen.com/2010/06/resistance-to-change-inexplicable-irrational-and-real/ Enabling buying decisions one buyer at a time Thu, 17 May 2012 20:18:35 +0000 hourly 1 http://wordpress.org/?v=3.0.4 http://sharondrewmorgen.com/2010/06/resistance-to-change-inexplicable-irrational-and-real/comment-page-1/#comment-1666 BuyING Facilitation® vs BuyER Facilitation revisited | Sharon Drew Morgen Tue, 13 Jul 2010 16:54:01 +0000 http://sharondrewmorgen.com/?p=3342#comment-1666 [...] I named my model Buying Facilitation® because it’s precisely what we need to be doing as a precursor to our sales activity. It offers new skills (Facilitative Questions, Presumptive Summaries, Systems Listening, Decision Sequencing, all developed by me) to offer buyers capability to manage that important meeting between colleagues over lunch, the fight that needs to be resolved between department heads, or the political issues that always get in the way. (See Resistance to change: inexplicable, irrational, and real). [...] [...] I named my model Buying Facilitation® because it’s precisely what we need to be doing as a precursor to our sales activity. It offers new skills (Facilitative Questions, Presumptive Summaries, Systems Listening, Decision Sequencing, all developed by me) to offer buyers capability to manage that important meeting between colleagues over lunch, the fight that needs to be resolved between department heads, or the political issues that always get in the way. (See Resistance to change: inexplicable, irrational, and real). [...]

]]> http://sharondrewmorgen.com/2010/06/resistance-to-change-inexplicable-irrational-and-real/comment-page-1/#comment-1658 The New Buying Habits of Buyers: Does solution data drive a decision? | Sharon Drew Morgen Mon, 12 Jul 2010 15:16:49 +0000 http://sharondrewmorgen.com/?p=3342#comment-1658 [...] quo, which has been ‘good enough’ and most likely not facing an emergency situation to change [...] [...] quo, which has been ‘good enough’ and most likely not facing an emergency situation to change [...]

]]> http://sharondrewmorgen.com/2010/06/resistance-to-change-inexplicable-irrational-and-real/comment-page-1/#comment-1503 Tweets that mention Resistance to change: inexplicable, irrational, and real | Sharon Drew Morgen -- Topsy.com Mon, 07 Jun 2010 16:51:45 +0000 http://sharondrewmorgen.com/?p=3342#comment-1503 [...] This post was mentioned on Twitter by Sharon Drew Morgen, Amer Raja. Amer Raja said: RT @sharondrew: New Post: Resistance to change: inexplicable, irrational, and real http://ht.ly/17EduM [...] [...] This post was mentioned on Twitter by Sharon Drew Morgen, Amer Raja. Amer Raja said: RT @sharondrew: New Post: Resistance to change: inexplicable, irrational, and real http://ht.ly/17EduM [...]

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