Sharon Drew Morgen's Page

A friend recently returned from the recent Sales 2.0 conference and told me of a complaint she heard several times from attendees: “Customers don’t know how to buy.”

This, said by sellers blaming buyers for not behaving as sellers would prefer. Or not responding appropriately to seller’s selling patterns.

Let me reverse the issue: Sellers do not respond appropriately to buyer’s buying patterns! Indeed, have they helped their customers:

* manage the range of internal decisions they need to mak… Continue

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. In my humble opinion, listening is the most important part of a communication, because if we don’t hear what is being said, there are no grounds for communication.

How do you kn… Continue

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 ways to help clients or staff successfully manage this mysterious economy *help customers learn some new decision strategies *expand our business opportunities * use the opportunity t… Continue

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 needs to be resolved now, and the economy has mitigated the types of solutions they seek? Do they have a problem that can be fixed with a partial, cheaper solution, or wit… Continue

This will be my last essay. I have been writing these newsletters monthly newsletter/essays for the past 8 years. During that time I have spent upwards of 25 hours writing each one. I hope that you have enjoyed them and learned a bit about the differences between selling and the psychology of buy-in.

As my final essay, I’d like to get back to basics. It continues to surprise me that some of you have a hard time understanding how to ‘apply’ the basic beliefs and skills underlying Buying Facilita… Continue