By Sharon Drew Morgen

🔍

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 […]

Continue Reading...

We Close Only the Low-hanging Fruit

80% of your prospects will buy a solution similar to yours within 2 years of your connection, but not from you; your relationship-building, price breaks, marketing campaigns, etc. are irrelevant until they have their ducks in a row and are ready to bring in a solution. Indeed: the time it takes buyers to manage changes […]

Continue Reading...

Resistance to Guidance: Why Sales, Coaching, and Leadership Practices Falter

Do you know what’s stopping you or your company from making the changes necessary to have more success? Or why prospects aren’t buying something they need? Or why clients aren’t adopting the changes they seek? The problem is resistance. And as change agents we’re inadvertently creating it. Change requires that a complacent status quo risk […]

Continue Reading...

Assumptions: Why Being Right Is Wrong

  While researching my new book What? I discovered that when listening to others, we naturally assume we understand what’s meant and don’t question our assumption. Yet the filters our brain uses to hear what others mean to convey preclude accuracy, leading to faulty assumptions. Essentially, here’s what happens that makes accuracy so difficult (for […]

Continue Reading...

Training vs. Learning: do you want to train? Or have someone learn?

Training successfully educates only those who are predisposed to the new material. Others may endeavor to learn during class but may not permanently adopt it. The problem isn’t the value of information or the eagerness of the learner: It’s a problem with both the training model itself and the way learners learn. It’s a systems/change […]

Continue Reading...

How Much Do You Suck at Listening?

Answer these questions to see how accurately you hear what your communication partner intends you to hear, and how much business you are losing as a result. How often do you enter conversations to hear what you want to hear – and disregard the rest? How often do you listen to get your own agenda […]

Continue Reading...

Two Cold Call Case Studies: Why Your Cold Calls Aren’t Working

I believe that cold calls are quite important as part of an overall sales strategy. How they are done, however, determines their success. If the goal of the call is to gather data, share product information, start a conversation, or make an appointment, the odds are that the outcomes will be less than successful: sellers claim over […]

Continue Reading...

Why Do We Listen To Each Other?

What if it were true that we only understand a fraction of what others say to us? And if true, what can we do about it? As someone who has taken great pride in accurately hearing what others say, I was annoyed to discover that it’s pretty impossible for any listeners to achieve any consistent […]

Continue Reading...

Speaker or Listener: Who’s Responsible For Misunderstandings?

There’s been an age-old argument in the communication field: who’s at fault if a misunderstanding occurs – the Speaker communicating badly, or the Listener misunderstanding? Let’s look at some facts: 1. Speaking is an act of translating what’s going on internally into communication that enables others to understand an intent – choosing the most appropriate […]

Continue Reading...

How Techies Can Gather Good Data And Help Users Implement

In order for any change to occur – whether it’s a decision to purchase a product, or an implementation to add new technology – whatever touches the ultimate solution must buy-in to the change. Often our focus is on getting the end-result we think we want. We forget that without buy-in from the necessary  people and policies that maintain the status quo, we face the high […]

Continue Reading...

« Previous PageNext Page »