By Sharon Drew Morgen

🔍

The Real “Buyer’s Journey” or, the reason selling doesn’t cause buying.

I moved to London in 1983 to start up a tech company after spending years as a successful sales person. After years of  ‘understanding’ and ‘qualifying’ prospects, getting appointments and networking, presenting and following up, I thought I understood buyers well-enough to become one. But I was wrong. My new role taught me the differences […]

Continue Reading...

BUY IN: how to procure compliance, and why it seems difficult

BUY IN how to procure compliance, and why it seems difficult

Have you ever attempted to implement a procedure with a group, or move toward some sort of change that everyone approved of, or get a prospect, client, or patient to agree to adopt a new solution and ultimately fail due to lack of Buy In? It happens all the time: 97% of software implementations are […]

Continue Reading...

Practical Decision Making: getting it righter

decision

Until a decision gets made – to adopt an idea, buy something, agree to negotiation terms, choose one thing over another, or take action in any way – there can be no completed transaction. With the most accurate data, the most efficient solution, or the very best idea or moral righteousness, until or unless there’s […]

Continue Reading...

How Listening Filters Cause Misunderstanding

What

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 […]

Continue Reading...

Steps Along the Buying Decision Path

SD Steps

As sellers we are taught to find prospects with a need that matches our solution and then find creative, professional ways to pitch, present, entice, push, market, or somehow introduce our solution to enable them to understand how our solutions will fix their problem. Unfortunately, we fail to close over 90% of the time (from […]

Continue Reading...

The Problem With Information

Information, used at the wrong time, or when used to influence or sell, advise or share, has cost us untold loss in business and relationships. It actually causes resistance. INFORMATION CAUSES RESISTANCE For some reason, we maintain a long-standing belief that if we offer the right people the right information at the right time, presented in the right way, […]

Continue Reading...

Change management and sales: influencing the buying decision path

Buyers want to solve a problem in a way that causes the least disruption; the last thing they want to do is bring in something new into their environment that will disrupt. But until the stakeholders (decision makers, influencers, appropriate managers) agree that making a purchase (rather than finding a workaround, using a familiar fix, or […]

Continue Reading...

Servant Leadership: new skills to serve others, and why the old ones don’t work

I became enamored of the concept Servant Leadership in the 1980s. Developed by Robert Greenleaf, it’s defined thus: a philosophy and set of practices that enriches the lives of individuals, builds better organizations and ultimately creates a more just and caring world. Greenleaf says, “The servant–leader is servant first… It begins with the natural feeling that one wants to serve.” Such […]

Continue Reading...

Addressing Diversity Through Listening

Diversity is vital, yet often difficult to attain due to barriers of communication and biases, making assimilation complicated. We know that by diversifying our companies, our schools, our neighborhoods we’re capable of creating all that’s possible; without diversity we limit who gets heard, who gets to lead, what knowledge we deem important, what we teach our children, what creativity looks […]

Continue Reading...

We Close Only the Low-hanging Fruit

80% of your prospects will buy a solution similar to yours within 2 years of your connection, but not from you; your relationship-building, price breaks, marketing campaigns, etc. are irrelevant until they have their ducks in a row and are ready to bring in a solution. Indeed: the time it takes buyers to manage changes […]

Continue Reading...

Next Page »