By Sharon Drew Morgen

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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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Facilitating Compliance: helping patients choose health

In the late 1970s, I approached my studies for an MSc in Health Sciences (Community Health Education) with an idealistic goal to create ways to promote wellness and prevent disease. Although life took me in a different direction, I’ve tried to stay caught up on healthcare, but now have merely a passing understanding of what’s […]

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Why We Get Objections

For years I’ve written about how sales suffer because the sales model, designed to seek buyers and place solutions by information sharing and gathering, ignores the vast opportunity to close more sales by adding the function of facilitating Buyer Readiness (i.e. systemic change). The absence of this capability restricts sales to searching for those ready to buy, […]

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Floating Suburbia: My journey to the River

After years of living in Austin, seeking ways to shield myself from the arrogant people and the blazing, constant heat, I decided it was time to move (For those thinking of moving to Austin: Don’t. Or call me before you do so I can tell you why you shouldn’t.). Given that it would most likely […]

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Some Truths about Systems

As a Change Facilitator, I often get asked about the nature of decision making, change, and buy-in. Since folks are often surprised that my responses have such a sharp focus on systems, I thought it might be an interesting conversation to start among influencers. To that end, I’ve jotted down a few of my favorite ‘laws’ […]

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You’re Always Busy!?

Dear Friends: Lately, everyone I know is complaining about how busy they are. It’s really beginning to annoy me. So I thought I’d write you this personal note – a rant, I suppose – to let you know how I feel when I hear you’re too busy to speak or return a call. No, wait. […]

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Trait-centered Leadership vs. Servant Leadership

I’m a dancer. When I studied the Argentine Tango there was a foundational rule that I believe is true for all leaders: The leader opens the door for the follower to pass through, and the leader then follows. If anyone notices the leader, he’s not doing his job. The goal is to showcase the follower. […]

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Making Negotiation Win-Win

Using current negotiation models, people feel they are giving up more than they want in exchange for receiving less than they deserve. As part of standard practice, negotiation partners going into a negotiation calculate their bottom line – what they are willing to give up, and what they are willing to accept – and then […]

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Questioning Questions

Decades ago I had an idea that questions could be vehicles to facilitate change in addition to eliciting answers. Convention went against me: the accepted use of questions (framing devices, biased by the Asker, that extract a defined range of answers) is built into our culture. But overlooked is their inability to extract good data […]

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