By Sharon Drew Morgen

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Our Listening Restricts Our Lives: understanding our listening filters

At a neighborhood picnic recently, I introduced myself to five people standing together: SDM: Hi. I’m Sharon Drew Morgen, and I use both names “Sharon Drew” as my first name. What’s your name? JIM: Hi Sharon, I’m Jim. Nice meeting you. SDM: Hi Jim. But, um, no. Actually my first name is Sharon Drew. I […]

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The ‘How’ of Choice: beyond ‘Why’ and ‘What’

When you’re conversing with a prospect, a teenager, or a team member, how do you choose the most effective words – and how do you know if there is a problem with what you’ve communicated before it’s too late? How do you determine what to say, exactly, to effect real choice and change with folks who may have different mindsets and […]

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How Sales Overlooks Buyers: Essay and Q&A

In 1993, when my first book came out and before he died, David Sandler called to buy out my Buying Facilitation® model. We couldn’t agree on terms, but he was excited by my differentiation between the sales model and the buying process: “I recognized that the problem was on the buy side, and thought my […]

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What, Exactly, Is An Opportunity?

The hot new sales tool is Opportunity Management automation. Just another in a long list of New New Things that seem like THE answer to THE way to efficiently close more sales. But is it? Over the past 10 or so years you’ve tried Buyer Personas, Understanding Need, marketing automation, Relationship Management, Trusted Advisor, Challenger, […]

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Practical Decision Making: getting it righter

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

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Why Buyers Buy

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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Listening Biases: How Influencers Unwittingly Restrict Possibilities

Do you enter conversations with a goal, or set of expectations? Do you assume you’ll have solutions for your Communication Partners (CPs)? Do you listen carefully to pose the best questions to enable you to fulfill your expectations? Do you assume the responses to your questions provide an accurate representation of the full fact pattern […]

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Do You Want to Sell? Or Have Someone Buy?

Part 1. Do you know the difference between how you sell and how buyers buy – and why the difference matters? After a conversation with my colleague Erik Luhrs I’d like to expand the definition of ‘buying’. But first, a question: Would you like to enter, influence, or understand your buyer’s buying process earlier in […]

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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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Sales as a Spiritual Practice

With untold millions of sales professionals in the world, we play a role in any economy. While our jobs are nominally to place solutions, we are uniquely positioned to make a difference: as the intermediary between clients and providers, we can make sales a spiritual practice and become true facilitators and Servant Leaders (and close […]

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