By Sharon Drew Morgen

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Recognize Buyers on the First Call

A participant at one of my onsite Buying Facilitation® trainings took me to his desk where he scrolled through pages of names of one-contact prospects who’d ignored his follow up attempts. “What do I do with all of these names? They’re buyers. How can I get them to take my call?” I scrolled through the hundreds of […]

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Mother Knows Best

Given what’s going on in the world these days, I thought we all might need a bit of Sweet. Enjoy. SD In 1981, I was a single parent of a young disabled son, working a full time job, living in Park Slope Brooklyn. Given my constant state of overwhelm, I decided to get a group […]

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How Listening Filters Cause Misunderstanding

When researching my book on closing the gap between what’s said and what’s heard, I was surprised to learn how little of what we hear someone say is unbiased, or even accurate. Seems we hear what we want to hear, and not necessarily what’s been meant; too often we don’t know the difference. There are […]

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Influencing Congruent, Unbiased Change: serving with integrity

Our jobs as influencers is to help Others achieve their own brand of excellence, using their own unique values and standards. Sadly, too many of us – coaches, leaders, sellers, consultants, doctors, parents – try to get Others to accede to our viewpoints and suggestions, believing we have information or solutions that offer ‘better’ choices […]

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Boredom: A Route To Creativity

We live our lives, these days, with continuous stimulation – on-demand access to movies, articles, friends, books, games and music. With all possible, all the time, how can we hear ourselves think long enough for new and creative ideas to emerge? I don’t know about you, but my mental commotion from a week of stress […]

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Upselling with Integrity: connecting authentically with your target market

I recently took a cold call from Comcast – the first cold call I’ve ever taken. With my two year contract just about up, I was interested in finding cheap deals moving forward. Here was the call: Comcast: Hi Sharon. I’m Pete from Comcast, wanting to help you sort through your options with your TV […]

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Sell to Prospects who CAN Buy

Your solution is great. You know the narrative of the type of buyers who buy. You’re writing appropriate content and getting it out to the right demographic. But you’re still closing less than 5% from first contact and spending a ton of resource finding different ways to touch the same people as your competition touches […]

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Inside Curiosity

Curiosity is a good thing, right? But what is it? Wikipedia defines curiosity thus: a quality related to inquisitive thinking such as exploration, investigation, and learning, evident by observation in human and animal species. What, exactly, does this mean? What’s ‘inquisitive thinking’? Does it matter that everyone’s inquisitiveness is subjective, unique, and limited by their […]

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Hear Us Roar

Starting with my confusion: I will never understand what it is about women that men are willing to get stupid over, become abusive for, lose integrity over; to be willing to harm or violate or ignore; to deny rights or pay or work opportunities (or remain silent when these things happen). I just don’t get […]

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Putting People First: the path to Customer Centricity, essay

Charlie Rose interviewed Brian Moynihan, the CEO of Bank of America, recently as he discussed their new Customer Focus initiative: prioritizing Customer Centricity over revenue by putting their customers first. He said something like, ‘The money will come. Let’s take care of the customer!’ I haven’t noticed many companies, including Bank of America, who’ve actually […]

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