By Sharon Drew Morgen

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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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How To Help Buyers Shift Their Status Quo

I’ve recently heard sales folks complain that the status quo was the ‘enemy’ of buyers buying. Nonsense. It’s just another element along the buyer’s decision path that must be addressed, and can be directed, codified, and influenced – but not with a sales hat on. Let’s consider the, um, status quo: When does a buyer […]

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I Hear You My Way

I recently got an email from a subscriber complaining that although he’d read and learned a ton from my articles over the years, he was having trouble reading them on his computer and would I please put them on my blog (They’re up front for two weeks after sending out.). When I read the email, […]

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Asperger’s put to work: an essay on coding choice and decision making

I wasn’t diagnosed with Nonverbal Learning Disorder – NLD, similar to Asperger’s – until I was 61. For most of my life it’s felt like I live in a quarantined room with glass walls, watching people live seemingly normal lives on the other side, but unable to touch them. But my world, although far less […]

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Why Building Relationships is an Unsuccessful Sales Technique

In 1937 Dale Carnegie published his celebrated How to Win Friends and Influence People – the first book suggesting sellers build relationships as a route to closing sales. 1937: with primitive transportation, sellers found clients closer to home; telephones were emerging (FYI – Morse Code was preferred for 40 years after the telephone was invented!); marketing avenues were […]

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Sellers Ask the Wrong Questions

I recently accepted a cold call from an insurance guy because I was thinking of switching providers. Instead of facilitating my buying decision, the bias in his questions terminated our connection: TODD: Hello Ms. Morgen. I’m Todd with XYZ. Are you interested in new car insurance? SDM: I am. TODD: Is your main concern lowering […]

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Some Truths about Systems, and How they Affect Change

As a Change Facilitator, I often get asked about the nature of decision making, change and buy-in. Since my responses seem surprising in their laser focus on systems, I thought it might be an interesting conversation to start among influencers: what role do systems play in change? To that end, I’ve jotted down a few […]

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The Big Push: why sellers, doctors, coaches, and leaders, don’t effect permanent change

How many times have you tried to sell an idea to a colleague, only to have it be misunderstood or ignored? Or offered important knowledge in a marketing piece or sales pitch meant to encourage or educate a prospect to buy, only to have it overlooked? Why don’t patients follow new healthcare regimens prescribed by […]

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Trust: what it is, and how to initiate it

Trust. The big kahuna. The sales industry seeks it; doctors assume it; couples demand it; change can’t occur without it. But what is it? Why isn’t it easier to achieve? And how can we engender it? I define trust as the awareness of another (or situation) as safe, similar, and sane enough to connect with, […]

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Healthcare Apps Can Facilitate Patient Compliance

There are currently more than 165,000 healthcare apps used for a variety of purposes – helping patients routinize new dietary choices and exercise programs, patient engagement, collecting measurements and feedback for providers, managing clinical trials, and care coordination to name a few. The virtual healthcare system is revolutionizing health care. It’s exciting. But to me, […]

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