Sharondrewmorgen - sharondrewmorgen.com - Sharon Drew Morgen
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The Heart of Business 5 Aug 2013 | 06:00 pm
For decades, I have been a proponent of, and keynoter in the field of, Spirituality in the Workplace. There seem to be different names for it these days: the heart of business, corporate social respon...
You think know your buyer. You don’t. 10 Jul 2013 | 05:00 pm
Sales folks are taught to have a certain amount of curiosity. But what, exactly, are you curious about? You have been taught to be curious about needs. Do prospects need your solution? Are they in ‘p...
ASSESSMENT: HOW MUCH DO YOU SUCK AT LISTENING? 1 Jul 2013 | 09:14 pm
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. 1. How often do you enter conversations ....
DO YOU KNOW HOW MUCH BUSINESS YOU’VE LOST BECAUSE OF YOUR LISTENING SKILLS? 21 Jun 2013 | 12:14 am
I’ll tell you the answer. A lot. Not only have you lost clients, but you’ve lost friends and lovers. Because you’ve never been taught how to listen in a way that disregards your automatic, comfortable...
WHAT IF WE COULD ALL HEAR EACH OTHER? NO, REALLY. 20 Jun 2013 | 12:14 am
For decades I’ve been writing books on decision making in the buying process. I’ve trained many thousands of people around the world in my Buying Facilitation® process. I’ve written a NYTimes Business...
Back My Kickstarter Campaign 18 Jun 2013 | 12:14 am
I want to make a difference that goes beyond the sales industry and into the heart of what I consider to be a universally frustrating problem: we don’t have the skills to hear each other accurately......
Who’s in the meeting – and who’s not? 7 May 2013 | 06:00 pm
So many sales folks are targeting 'appointments' these days. I wonder if you know who actually is in attendance. Who’s in the meeting – and who’s not? is a post from: SharonDrewMorgen.com
Selling doesn’t cause buying 5 May 2013 | 07:00 pm
When you think about your numbers (closing percentages, total calls, etc.), and consider the objections, the price issues, the delayed sales cycles, the excuses, and those who just, well, disappear, d...
A buying decision is a change management problem 23 Apr 2013 | 08:28 pm
The sales model focuses on needs assessment and solution placement. A buying decision is a change management activity. They are two different activities, done at two different – and opposite – points ...
12 Dirty Little Secrets: why buyers don’t buy 24 Mar 2013 | 05:00 pm
Do you sit and wait for your buyer's to close? They need your solution. They like you. They are OK with the price. What's going on? Here are the 'Dirty Little Secrets' of why buyers don't buy, taken f...
