By Sharon Drew Morgen

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How, Why, and When Buyers Buy

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I recently heard yet another excuse as to why a buyer didn’t buy. This one was a hoot – seller/buyer misalignment. Seriously? Because the seller didn’t close a sale (That was expected by the seller? In the mythical pipeline?) there was a relationship problem? Because the buyer didn’t buy (according to the expectation of the […]

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Resolving Unconscious Bias

Conversation

Our biases have been developed through the stories of our lives. From birth, our parent’s beliefs become part of our unconscious, very personal, ecosystem; the cultural norms of our youth create our habits, behaviors, and identity; the schools we attend or the gangs we join introduce us to the way our world works and how […]

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What Makes A Decision Irrational?

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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, (Buying Facilitation®), I’m always amused when I hear anyone deem a decision ‘irrational’. Only outsiders wishing for, or assuming, a different outcome designate a decision as ‘irrational’. I […]

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Influencing Congruent, Unbiased Change: serving with integrity

disconnect

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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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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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 […]

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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 […]

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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 […]

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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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