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About
Saturday, 30 May, 2009
About

Sharon-Drew Morgen is the visionary and thought leader behind Buying Facilitation® the new sales paradigm that focuses on helping buyers manage their behind-the-scenes, non-need related issues necessary to get the internal buy-in they need to make a purchase. She is the author of the NYTimes Business Bestseller Selling with Integrity as well as 6 other books and […]

Presentations – 3 Tips & 4 Questions To Make Sure You Beat Your Competition
Tuesday, 28 Apr, 2009
Presentations – 3 Tips & 4 Questions To Make Sure You Beat Your Competition

One of the biggest problems with presenting is that you don’t always know who is in the room. Invariably, one or two extra people show up. Sure, we have their business cards and know their titles, but we have no idea how their political capital is weighted in the room. Do they have history with […]

Telephone Objections – We Create Them Ourselves
Wednesday, 1 Apr, 2009
Telephone Objections – We Create Them Ourselves

When we place a cold call to a prospect, we often make the mistake of thinking they might be interested in us. We carefully tell them who we are, where we are from, and why were are calling, with a brief description of our product.

Why should they care? Do they believe they have a need […]

Having A Relationship Doesn’t Make A Sale
Wednesday, 1 Apr, 2009
Having A Relationship Doesn’t Make A Sale

A prospect of one of my coaching clients – an owner of a small sales training company – joined our call recently. My client wanted me to use my Buying Facilitation method on him to find out why he hadn’t made a purchase after 6 months of a ‘nice relationship’ and an ‘appropriate need’. I […]

‘Ready To Sign’ Accounts Are Not ‘Ready To Sign’
Thursday, 26 Mar, 2009
‘Ready To Sign’ Accounts Are Not ‘Ready To Sign’

‘but if they aren’t ready to buy, you’ll waste precious time that could be better spent pursuing accounts that are ready to sign.’
I read this quote above as an intro to an ‘expert ‘ webinar, and it embodies the problem with the sales model’: it treats a need/problem as if it were an isolated […]

Buyer’s Buying Decision
Tuesday, 24 Mar, 2009
Buyer’s Buying Decision

With so much interest in the buyer’s buying decisions, it’s important to note that the field of sales has concentrated on understanding need, and placing product. There has been no model in place that actually teaches buyers how to navigate those internal systems issues (having to do with the internal people and their relationships, the […]