Morgen is the thought leader and originator of the Buying Facilitation® method. Called by marketing guru Philip Kotler ‘the next step beyond consultative selling and light years ahead of the field,’ Buying Facilitation is a unique decision facilitation model that gives professionals the tools to facilitate clients and buyers through necessary steps to purchase or change.
Used often with the sales model, and employing original questioning and listening models, Buying Facilitation was first taught to KLM in 1988. It has since been taught to over 25,000 people globally, in companies such as Bose, Morgan Stanley, KPMG, Ogers Berndson, FedEx, GEIS, Wachovia, Kaiser, California Closets, Cancer Treatment Centers of America, Unisys, IBM, KLM, DuPont, and Proctor &Gamble, and Morgan Stanley.
Morgen has also used Buying Facilitation successfully to teach doctors and dentists how to enlist change in patients, teach coaches and therapists how to listen more effectively, and help lawyers choose the best jurors.
Although Morgen’s early history was steeped in social services as a mental health professional and probation officer, she became one of the first women stock brokers (and million dollar producers) at Merrill Lynch on Wall Street in 1979. In 1983, Morgen started up a tech company called Tangent Decision Support Services in London, Hamburg, and Stuttgart. In that same year she and Lady Joan Yong co-founded The Dystonia Society that currently serves over 20,000 people with Dystonia across Europe.
From 1990-1995 Morgen was a keynote speaker at many of the Spirituality at Work conferences that began melding hearts and minds in the business environment, believing it’s possible to both make money and make nice.
As a lifelong student of decision making, change, communication, and systems thinking, Morgen has been developing change management models for over 50 years that enable true communication and collaboration. She has designed a new form of question called Facilitative Questions that direct brain functions to action, and a new form of listening called Systems Listening which enables professionals to hear what’s being meant behind what’s being said. She has also developed an original form of training that enables learning and change from the inside.
Morgen suffers from a unique form of autism called NLD: Non-Verbal Learning Disorder, making her quirky, charming, and slightly obnoxious.
Morgen has been seen on CNN, NBC, CNBC, has appeared on over 1000 radio shows and 250 webinars.
Morgen is the author of the New York Times Business Bestseller Selling with Integrity and 7 other books and 1300 articles on topics such as change management, decision making, listening, marketing automation and sales. Her original thinking generates ideas on how systems of any kind can change congruently, and how we all can enable each other to bring our brains, hearts, and authenticity to relationships and the workplace.
Morgen is the author of an award-winning blog that features articles on sales, questions, customer service, decision making, marketing, and listening. www.sharondrewmorgen.com.
Book titles include:
Dirty Little Secrets: why buyers can’t buy and sellers can’t sell and what you can do about it.
Buying Facilitation®: the new way to sell that influences and expands decisions
The New Paradigm Series:
New York Times Business Bestseller: Selling with Integrity: reinventing sales through collaboration, respect, and serving
SOMEBODY makes a difference
Sales on the Line: meeting the demands of the 90s through phone partnering
Chicken Soup for the Soul at work, by Jack Canfield, Mark Victor Hansen, Maida Rogerson, Martin Rutte
Chicken Soup for the Mother’s Soul, by Jack Canfield, Mark Victor Hansen, Jennifer Beard, Hawthorne, and Marci Shimoff
The Other Piece of Advice You Need to Earn Your Clients’ Loyalty edited by RainToday.