By Sharon Drew Morgen

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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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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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What is Buying Facilitation®? What sales problem does it solve?

BIG IDEA: Buyers can’t buy until they’ve handled all of their internal stuff and everyone involved agrees they’re ready, willing, and able to bring in something new. With a solution-placement focus, sales and marketing limit us to finding only those who have completed those tasks and deem themselves ready to engage – the low hanging […]

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Guys Aren’t Gender Neutral: the how and why of (un)biased communication

As someone who’s written about communication for decades, I’ve decided to say what it feels like day in, day out, to be at the wrong end of being a person in America. A female. This article offers my personal viewpoint of how our endemic gender communication biases affect me as a woman. I hope it […]

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Recognize Buyers on the First Call

A participant at one of my onsite Buying Facilitation® trainings took me to his desk where he scrolled through pages of names of one-contact prospects who’d ignored his follow up attempts. “What do I do with all of these names? They’re buyers. How can I get them to take my call?” I scrolled through the hundreds of […]

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Mother Knows Best

Given what’s going on in the world these days, I thought we all might need a bit of Sweet. Enjoy. SD In 1981, I was a single parent of a young disabled son, working a full time job, living in Park Slope Brooklyn. Given my constant state of overwhelm, I decided to get a group […]

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Influencing Congruent, Unbiased Change: serving with integrity

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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Boredom: A Route To Creativity

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We live our lives, these days, with continuous stimulation – on-demand access to movies, articles, friends, books, games and music. With all possible, all the time, how can we hear ourselves think long enough for new and creative ideas to emerge? I don’t know about you, but my mental commotion from a week of stress causes […]

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