Listening is circular, and ends with the originating speaker receiving a message they need to respond to. There is a speaker and a listener, a message maker and a message receiver. And without a Sender and a Receiver, there is no message. Indeed, the definition of a communication includes having a sender and a receiver. [...]

Hi Everyone:
Sharon Drew Morgen here. As a kickoff to my new book that gives sellers tools to help buyers make business decisions in this uncertain economy – HOW MANY HANDS ON THE ELEPHANT – I’m planning a world tour. My hope is that between us, we could figure out a way to create a half-day workshop to [...]

I have a theory. I will call it the ‘pimple’ theory. Let’s start with my fervid belief that everything happens for a reason. That as the baseline ‘given’, I had to ask myself how it was possible that George Bush could have been our President for 8 years, starting with the different conglomeration of factors [...]

What is the difference between selling in a robust economy and selling in a failing economy? A lot. But not what you think.

Your product is the same
Your pitch/presentation is the same
The buyer’s need is the same

What’s different is the decision making process the buyers need to go through. Do they have a problem that [...]