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

OK. Now let me give you the details. Eric Wolf and Stephanie Frost have written an important book: Marketing:Unmasked – insider’s tips & tricks for small business marketing. It’s a very clear, very thorough romp (filled with activities, ‘to-do’ stuff, etc.) through social media offering high-level information on necessary topics that business owners need to know to be successful in this market and economy. It is meticulous and simply written – one of those rare books that says exactly what it needs to say without fillers, yet playful enough to be enjoyable. As an author myself, I was touched by the elegance of the writing.  It will teach you how to make informed decisions to market strategically with truly honest, real-world, wise advice, learned from being in the field with clients.

The book says it offers “… little tastes of many different flavors, like branding, logo design, marketing planning, web design, and social media, and … hiring good marketing, branding, and design partners.” (pg 16).

I adore that Eric and Stephanie believe that branding is an ‘experience.’  In the book they say, “… the intire interaction someone has with your business…the graphics they see…the words they read, the words they hear, and the emotions they feel… every point of contact between you and your customer – your receptionist, your brochure, your order form… sales team, and your product or service… the soul, the intangible essense behind everything that your customers experience when they deal with your buyers.”

This book is one of those rare gems that is packed with important information on every page. Please, do yourself a favor and buy the book.

COME PLAY WITH ME AND TONY PARINELLO

Every few years, Tony Parinello (Getting to VITO)  and I sit down over coffee, each at our individual desks 1000 miles away from each other, and invite perfect strangers to hear us banter on Tony’s radio show. We goad each other, laugh with each other, tell each other stories – he’s the VITO guy and I’m the Buying Facilitation™ gal – and between us bring some light into the field of sales.

Join us on Friday at 10 a.m. PT, 1:00 ET, as Tony and I play. It’s been a few years since we’ve last chatted, so it should be a real hoot. And you might learn a lot also.

Here is how to listen, and be a guest of Tony’s regular show for our segment: www.businessbroadcasting.biz

User Name: BeMyGuest
Password:  Sharon Drew

If you miss this, I’ll put up a link to the podcast of the interview on Monday.
And don’t forget: you have another week of freebies when you buy Dirty Little Secrets.

Thanks to you all for making the book #1 on Amazon’s Hot Titles list and #1 on their Sales list.

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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.

Eric Wolf and Stephanie Frost Unmask Marketing/Join Me and VITO 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

For decades, Tony has led the pack when it comes to getting appointments at the top. Not only that, he makes it simple and affordable for us to all do the same.

I don’t ever pitch product (well, sometimes my own…). But Tony has a deal that can’t be beat: a $49 promotion running now that’s quite a deal:

1. You listen (on your computer or phone) to four quick, fun and educational sessions that will teach you what you need to know & do to gain access to the ‘C’ level and make the sale.
2. You complete a few painless, e-lessons that will cement into place whatyou’ll be learning.
3. You ask Tony any questions you have and he’ll give you answers that have less fortunate salespeople totally stumped.

Are you hooked yet?  Tony is really one of the truly nice, honest guys in the profession. I can’t wait til he adds some decision facilitation stuff to what he’s already doing so successfully, because once you get the appointment with the right people, you still need to help them manage the hidden dynamics on their decision teams. But even if you don’t add my stuff to what he’s already doing so successfully, Tony’s stuff works.

So go straight to Tony’s site www.vitoselling.com and sign up. For $49 – and a money-back guarantee, you can’t be wrong.  And tell him I said  ‘Hi’.

Tony Parinello Is A VITO is a post from: SharonDrewMorgen.com