By Sharon Drew Morgen

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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 […]

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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, […]

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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 […]

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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 […]

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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 […]

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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 […]

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Assumptions: Why Being Right Is Wrong

While researching my new book What? I discovered that when listening to others, we naturally assume we understand what’s meant and don’t question that assumptions. The truth is, our brains are not set up to enable us to understand what Others tell us: the filters, the habituated neural pathways, the biases our brain uses to translate sounds into words into meaning preclude accuracy, leading […]

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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 […]

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Why Change Seems So Hard: Essay on facilitating buy-in and avoiding resistance

How do we manage change in our organizations? Not very well, apparently. According to statistics, the success rate for many planned change implementations is low: 37 percent for Total Quality Management; 30 percent for Reengineering and Business Process Reengineering, and a whopping 97% for some software implementations. Regardless of the industry, situation, levels of people […]

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Sell to Prospects who CAN/Will 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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