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What Should I Title My New Book?
Thursday, 5 Mar, 2009
What Should I Title My New Book?

I’m having such a hard time titling my new book. I’m writing a new book that brings Buying Facilitation into mainstream thinking to be one of the solutions for the problems that sales folks are facing in this economy.
For those of you who have been following my work, you know how I feel about conventional sales […]

How Sales Must Shift In This Uncertain Economy
Friday, 6 Feb, 2009
How Sales Must Shift In This Uncertain Economy

Until now, you’ve had a rather specific definition of sales: uncover need, define how a solution fits, and place a product where there is a match between your product and the need. But given that the ‘need’ is no longer the buyer’s focus, you can use this time to help them see the entire elephant […]

How do you know you’re listening to your clients in the most effective way?
Wednesday, 4 Feb, 2009
How do you know you’re listening to your clients in the most effective way?

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. […]

Selling in a Bad Economy / 1/2 Day Global Tour
Wednesday, 28 Jan, 2009
Selling in a Bad Economy / 1/2 Day Global Tour

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 *introduce […]

Selling In A Gloomy Economy
Friday, 31 Oct, 2008
Selling In A Gloomy Economy

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 […]

Yuen Method Training Has No Integrity
Monday, 20 Oct, 2008
Yuen Method Training Has No Integrity

I’d like to offer a warning, for those who might be interested in studying with Kam Yuen to learn his Yuen Method training. If you are drawn to the Yuen Method, and want to learn from a person with at least as much healing power as Kam Yuen, contact LeRoy Malouf (LeRoy@ewbp.com). LeRoy is a […]