sharondrew Videos

By Sharon Drew Morgen You are a good sales person. You recognize a need, know how to position your product, and relate with the buyer with great care and respect. So whats going wrong? Why do you only close less than 10% of your prospects? Its not you, and its not your product. The sales model is broken. It only manages the product placement end of the buying decision cycle. To close more sales, first focus on leading buyers through their mysterious internal issues the people, the policies ...

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By Sharon Drew Morgen Buyers live in a system. It includes people, policies, relationships, company or family politics, personality issues, initiatives, historic vendor relationships. And any Identified Problem, or need that our product can resolve, sits inside that system. And make no mistake: it sits comfortably in the system and the system creates work-arounds that not only provide some sort of solution, but also creates tentacles and are firmly rooted in the buyers environment. Until or ...

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By Sharon Drew Morgen Its necessary to use both sales and Buying Facilitation® to close a sale. Unfortunately, buyers have done the Buying Facilitation® on their own, while we sit and hope that they call back. We have never had a system that actually leads buyers through all of the issues they need to manage prior to making a buying decision. Buying Facilitation® has coded all of the elements of the buying decision process. Buyers need to do this anyway, but its a mysterious process as they ...

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By Sharon Drew Morgen - Many buyers are risk averse right now. That doesnt mean they dont have money or needs: it just means they dont know how to decide. And with the decision teams in chaos now with more people being asked to sign off on expenditures, layoffs, and shifting departments, even those who can spend money are being cautious. Until now, companies have used recognized measurement tools to give them data to make decisions from. Now that data is either unavailable, or useless ...

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By Sharon Drew Morgen - Buying Facilitation® is a selling system that I developed 20 years ago. It assumes that before buyers consider resolving an Identified Problem, it must ensure that the underlying system that has created and maintained the need is left in tact. Before buying, buyers must make sure their internal system their people, policies, initiatives, current vendor relationships buys-in to change, and doesnt face major disruption as a result. Thats where they go when they say Ill ...

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By Sharon Drew Morgen A need is little more than a piece of a buyers system whose work-arounds are dysfunctional. Sales folks sometimes think that a need is an isolated event, and isnt tangled up in systems issues that created it to begin with. We forget that there are relationships, and people, and initiatives, and rules, and history that keep the buyers system their culture and environment if you will in place daily, and a need is only one element amongst many that are part of a system ...

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By Sharon Drew Morgen Buyers buy because they want to resolve a business issue. They have already created a work-around for the need, so the Identified Problem is not an emergency it was working well-enough until now and if it were a true emergency they would have resolved the problem already. It is only when the buyers environment is unwilling to continue doing what its doing, and all of the elements that touch the Identified Problem agree to some sort of change, that buyers will consider ...

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By Sharon Drew Morgen When we meet prospects, its easy for us to recognize a need. After all, we know our buyers environment quite well. But what we cant know is that a need is part of a larger system of people and policies, rules and relationships, history and future, that not only has created the Identified Problem, but maintains it daily. So buyers have a bunch of work-arounds that make it all work. Unfortunately, those work-arounds become part of their system, and make it all seem ...

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By Sharon Drew Morgen - Currently, sales models have a product sale as an outcome. Thats the definition of sales. We like to tell ourselves that by ensuring buyers get their needs met with a great solution (ours, of course) and service (ours, again) that we are selling with integrity. And yet we are only doing a fraction of what needs to get done to help buyers achieve excellence. Merely placing product is not enough. Buyers need to manage a whole range of internal systems elements before ...

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By Sharon Drew Morgen Since the inception of the profession, sales has focused on placing product. Sure, we work hard to understand the buyer, and gather good data to ensure that our product fits within the need, but if that was all that was necessary, wed close a lot more sales. The dirty little secret that weve never known before, is that buyers live in idiosyncratic systems that create and maintain their status quo, and fight to resist any change. That means that before buyers make a ...

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