I decided to give you all of the podcasts, videos, and audio files of the interviews I’ve done so you can kick back and enjoy some ‘easy listening’ if you find listening easier than reading. I believe that you’ll be able to upload many of these onto your MP3 player for when you’re working out at the gym and need to get your mind off of the pain.

• Tony Parinello Interview: Listen while long-time friends Tony and Sharon Drew banter about sales, how buyers buy, and what to do once you’re in front of VITO.
• Tony Parinello Q&A: Hear Sharon Drew and Tony take audience questions – and hear how much fun they have as they come up with joint answers.
• Maestro: With a few dozen attendees, we ran a training session in which I lectured and did a Q&A about Buying Facilitation™ and sales. It was great fun.
• Brian Carroll: Brian and I speak about how decision facilitation can help sellers become leaders for their clients/prospects.
• Lee Glickstein: Lee is the fabulous thought-leader who developed Relational Presence and Speaking Circles. He and I discuss some ‘dirty little secrets’ and how sales folks can truly serve clients.
• Clayton Shold: Clayton and I discussed how sales people can be better/better/best!
• Lee Colan: Lee really wanted to understand Buying Facilitation™ and how it could be used with sales.
• High Velocity Radio: This was a fun interview: Stone asked me about the development of Buying Facilitation™ and why it’s important.
• Gravity Free Radio: Eric was the perfect foil: he made typical assumptions about selling, and we used our time to show how sales fails and what you can do about it.

If the time comes that you wish to actually learn Buying Facilitation™, and if you haven’t purchased Dirty Little Secrets yet, here is the link, the best way to go is with the Guided Study program. It’s a very very complete step by step learning tool in 26 complex learning sessions. For those of you suffering from the economy and need to pay out over time, or want to discuss what it is and what it does, contact me at sharondrew@newsalesparadigm.com

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And have a great holiday weekend. Get some rest, and travel safe.

Podcasts: Easy Listening is a post from: SharonDrewMorgen.com

I decided to give you all of the podcasts, videos, and audio files of the interviews I’ve done recently so you can kick back and enjoy some ‘easy listening’ if you find listening easier than reading. I believe that you’ll be able to upload many of these onto your MP3 player for when you’re working out at the gym and need to get your mind off of the pain.

• Maestro: With a few dozen attendees, we ran a training session in which I lectured and did a Q&A about Buying Facilitation™ and sales. It was great fun.
• Meri Aaron Walker: Meri Aaron and I have a video conversation about change and decision making.
• Brian Carroll: Brian and I speak about how decision facilitation can help sellers become leaders for their clients/prospects.
• Lee Glickstein: Lee is the fabulous thought-leader who developed Relational Presence and Speaking Circles. He and I discuss some ‘dirty little secrets’ and how sales folks can truly serve clients.
• Clayton Shold: Clayton and I discussed how sales people can be better/better/best!
• Lee Colan: Lee really wanted to understand Buying Facilitation™ and how it could be used with sales.
• Jeff Ogden: Jeff and I discussed some of the failures with sales and what to do about them.
• High Velocity Radio: This was a fun interview: Stone asked me about the development of Buying Facilitation™ and why it’s important.
• Gravity Free Radio: Eric was the perfect foil: he made typical assumptions about selling, and we used our time to show how sales fails and what you can do about it.

Don’t forget: Dirty Little Secrets is still in its launch phase. When you purchase the book between now and Oct. 29, you’ll get a bunch of free stuff from such folks as Lee Colan, Tony Parinello, Jill Konrath, and Anne Miller.

Tony Parinello and I will be doing a radio show this Friday, Oct 22, at 10 PT, 1 ET. Put it on your calendars and I’ll be giving you a link for the show shortly. Tony and I always have SUCH fun together – two visionaries at opposite ends of the sales spectrum, who love and respect each other, and butt heads (but never hearts) and chat, question, argue, discuss… It’s always interesting and thought – provoking.

Enjoy the learning, and the fun. If you have purchased the book and have questions, email me at sharondrew@newsalesparadigm.com. And stay tuned: I’m creating monthly call-in coaching hours for those individuals interested in learning more and  joining a community.

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There is still time to get the freebies for: Dirty Little Secrets: why buyers can’t buy and sellers can’t sell and what to do about it. Check out the site for more details.

Or consider purchasing the bundle: Dirty Little Secrets plus my last book Buying Facilitation™: the new way to sell that influences and expands decisions. These books were written to be read together, as they offer the full complement of concepts to help you learn and understand Buying Facilitation™ - the new skill set that gives you the ability to lead buyers through their buying decisions. You still get the freebies with the bundle order.

Fun Stuff to Hear is a post from: SharonDrewMorgen.com

Lee interviewed me about the sales model, and how “Dirty Little Secrets” moves the sales model forward. Enjoy.

Click here to listen to the interview.

Listen to Sharon Drew Morgen speak on MaestroConference on Oct. 14 at 12P.M. PST

Check out my new book coming out October 15: Dirty Little Secrets: why buyers can’t buy and sellers can’t sell and what to do about it. Read two free chapters. Sign up for presales deals, and announcements.

Or have a look at my book Buying Facilitation: the new way to sell that influences and expands decisions. Click here for two free chapters. It will teach you how to understand and manage the route through the internal decision process. Will it help you make a sale? Maybe. Maybe not. But it sure will help you make a client.

Sharon Drew speaks with Lee Glickstein is a post from: SharonDrewMorgen.com

David Sandler called the buyer’s need ‘Pain.’ But think about it: If you broke your arm, would you wait weeks/months/years to get it fixed? Of course not. So how can buyers wait to resolve their need when it’s so obvious (to us, of course) that using our solution would create a state of excellence that they are not experiencing?

Because of their system. The system that has created the ‘need’ is the same system that is holding it in place. Think about any extra weight you might have, or your inability to stop smoking, or your reluctance to work out as much as you know you should, or eat healthier. You’ve been talking about managing those issues for…for how long?? SOOO why aren’t you? You have the need, right? You have the “pain,” right? What’s the deal?

You will change – just like your buyer – when the system you live in (your work hours, your family issues, your identity and ego issues) is willing to be or do something different. Having a great gym near-by, having great clothes a size smaller, having a doc tell you you must shape up – none of those things are enough to get you to change (or you would have).

Unfortunately, sales only manages the need/solution part of a buyer’s buying decision, and has no tool kit to help the buyer recognize and manage the off-line, behind-the-scenes issues that must be addressed before the system is willing to make a change. Is the other department ready to bring in a new X? What about the old vendor? How will the team know how to choose between resolving This problem or That?

Sales doesn’t manage those issues. But decision facilitation does: Buying Facilitation™ is a change management, decision facilitation model that is NOT SALES but is a model sellers can use to help buyers recognize and manage their internal issues in order to insure buy-in for change. Just like you won’t lose weight, or work out more, or eat healthier unless you have internal buy-in (we don’t make decisions to change based on good data, or someone else’s opinion), so buyers won’t buy until they know that their system will remain intact and healthy after the addition of the new solution.

Buyers will buy when the team buys-in to adding something new and getting rid of the old, when it’s clear the regular vendor can’t do the fix, when the other departments know how they are going to work alongside of the new solution. Sales doesn’t handle these issues, causing us to wait forever for buyers to decide, or to lose really good prospects that seemed a good fit.

Have a look at some chapters in my new book Dirty Little Secrets coming out October 15. I hope you like them. In addition, I’ll be doing a book launch for the entire week, with podcasts, radio shows, guest bloggers, etc. and wonderful freebies from good friends like Tony Parinello, Jill Konrath, Alen Majer, Anne Miller, and Lee Glickstein.

How would you know that adding a new skill set would help you get the results you deserve? Stay tuned!

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When Does A Buyer Buy? is a post from: SharonDrewMorgen.com

In fact, for years and years I had avoided doing any keynotes because I didn’t want to sound ‘like them’. But the time came that I finally had no choice.

To get some tips, I went to the National Speaker’s Association conference. I found myself  in a session with this lovely man who showed up in my mind’s eye as Santa Claus because of his shining face, and playful demeanor and the light around his twinkling eyes. I felt like I was the only person in the room – that he was speaking to ME. He was playful, down to earth, not at all stylized, and indeed, the most authentic speaker I’d ever heard. He had the whole room leaning into every word.

I followed him out of the session, and Lee Glickstein became my speaking coach. He taught me how to be authentic, to be a part of the room not in front of it, to allow the audience to give me their hearts and minds so that I could give them the best of me. Lee taught me how to be myself better than I ever knew – even in front of 2,000 people.

Since working with Lee, I enjoy my keynotes – no matter if there are 20 for a sales presentation, or 2000 at a sales conference. I know I’m going to be in a unique position to play and share and impart. And be fully myself. And truly enjoy the audience.

Speaking Circles

Lee is on a spiritual journey. He is making it possible for people to have authentic conversations with each other in every situation – meetings, families, work. He makes it simple. He teaches you how to trust that people WANT you to ‘show up’ with them – and then shows you how to do it.

He has begun something called Speaking Circles that are run internationally, using Lee’s brilliant concept of Relational Brilliance. Before I make a mess of Lee’s powerful material, go to his site: Speaking Circles and see for yourself. He makes every speaker into a leader, and every audience into fans.

He’s got presenation programs, programs for speakers, and programs to get over the fear of communicating. He’s even got a free seminar every month so you can trial the material for yourself. Next one: Tuesday, August 18: 2-3 pm PST (5-6 pm EST) – Masterful Public Speaking – Free Teleclass with Lee Glickstein

Lee is the best in the business. But only if you want to be hired and loved for being yourself.

Be Heard Now! Tap into Your Inner Speaker and Communicate with Ease (Broadway Books and Sounds True Audiotapes),Be Heard Now! Tap into Your Inner Speaker and Communicate with Ease (Broadway Books and Sounds True Audiotapes).

Speaking Circles

Speaking Circles: Speaking From The Heart is a post from: SharonDrewMorgen.com