By Sharon Drew Morgen

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Anatomy of a Lost Sale: Case Study

I’ve been writing a lot lately about how we lose sales and forego success because we enter and conduct conversations through our biases and assumptions. Here is recent dialogue with a potential partner that gives a terrific example of possibility lost. The representative of a sales/marketing blog called to discuss republishing my articles. Sounds great, […]

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The What of How: ‘Why’ and ‘What’ are inadequate to enable action

When you’re conversing with a prospect, a teenager, or a team member, how does your brain choose the most effective words to connect your message to that particular person – and how do you know if there is a problem before it’s too late? How do you determine what to say, exactly, to effect real choice and change with […]

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The Business of Kindness

In the media recently I’ve been hearing the word ‘kindness’ discussed by business folks. Kindness – not a word historically associated with corporations, those bastions of male verve – is now being equated with the bottom line. How times have changed. In the 90’s when I gave keynotes titled ‘Sales as a Spiritual Practice’ I […]

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Buying Decisions, Buying Decision Path, Buy Cycles, and Pre-Sales by Sharon Drew Morgen

I’d like to set the record straight. In 1985 I coined terms that I’ve written extensively about in best selling books, magazines, and hundreds of articles. Unfortunately, when finally adopting them, the sales field defined them differently than originally intended, causing important concepts to be lost. This article presents the intended definitions and explains how […]

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Training vs. Learning: do you want to train? Or have someone learn?

Did you ever wonder why training fails more often than not? When important material, meant to improve or educate, is not learned or acted upon? Why perfectly smart people keep doing the same things that didn’t work the first time? The problem is the training model. Current training models are designed to offer and present […]

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Meetings: The Purpose, The Pain, The Possibility

As business folk, we hold meetings regularly. Yet often we don’t accomplish what we set out to achieve. Why? The Purpose Meetings are held to accomplish a specific, beneficial outcome requiring the attendance of the right people with the right agenda. The Problem/Pain Often we end up with miscommunication, wasted time, incomplete outcomes, misunderstanding, lack […]

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On Becoming 70

As a kid I had fantasies of what the rest of my life would be. I was going to be (in no particular order): a New York Times Bestselling author (check); a world change agent (check); a singer (Nope!); recognized for my beauty and talent (Um…); a wife to a nice man and mother to […]

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What Makes A Decision Irrational?

After spending 30 years deconstructing the inner processes of how people decide, and training a decision facilitation model I developed for use in sales, coaching, and leadership, I’m always amused when I hear anyone deem a decision ‘irrational’. Only outsiders wishing for a different outcome designate a decision as ‘irrational’. I doubt if the decision maker says to herself, […]

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What Should Coaches, Managers, and Consultants Be Listening For?

A person who facilitates excellence in others facilitates potential change, usually by asking questions to identify the components of the problem and deciding between possible solutions while reinforcing the changes and maintaining a trusting relationship. To achieve excellence, it’s necessary to avoid the listening filters that could prejudice the interaction, such as: Bias. By listening for specifically for elements of the stated issues – […]

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Our Listening Biases Restrict Success

The problem with accurately hearing what others mean to convey is not that we don’t hear their words accurately. The problem is in the interpretation. During the listening process, our brains arbitrarily filter out, or reconfigure the uncomfortable, unknown, or confusing, to make what’s been said match something we’re more familiar with. And it fails […]

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