By Sharon Drew Morgen

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To Change Behaviors, First Change Beliefs: an essay for change agents

Why do people prefer behaviors that obviously lead to less-than-stellar results, especially when our sage advice, rational evidence, well-considered recommendations, and expert knowledge can offer them more successful choices? Whether we’re parents of kids who sometimes need guidance, sellers with great pitches to offer folks who need our solution, coaches helping a client make changes, […]

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What is Buying Facilitation®? What sales problem does it solve?

BIG IDEA: Buyers can’t buy until they’ve handled all of their internal stuff and everyone involved agrees they’re ready, willing, and able to bring in something new. With a solution-placement focus, sales and marketing limit us to finding only those who have completed those tasks and deem themselves ready to engage – the low hanging […]

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Guys Aren’t Gender Neutral: the how and why of (un)biased communication

As someone who’s written about communication for decades, I’ve decided to say what it feels like day in, day out, to be at the wrong end of being a person in America. A female. This article offers my personal viewpoint of how our endemic gender communication biases affect me as a woman. I hope it […]

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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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Boredom: A Route To Creativity

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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 causes […]

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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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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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