Buying Facilitation® Books by Sharon Drew Morgen
Sharon Drew Morgen is a NY Times best-selling author and the developer of Buying Facilitation®. The books below will introduce you to this powerful and orginal concept on your own time. If you're ready to take the next step, check out virtual coaching or the self-guided study programs.
Featured!
Dirty Little Secrets
Why buyers can't buy and sellers can't sell and what you can do about it
Sales is a failed model: there is only a 10% success rate. Some industries have even less. Why?
It's not about the sales person - the seller does a great job understanding need and presenting a solution. It's not about the product - the product is perfect, well-priced, and branded. And the buyer's need is a perfect fit for the seller's solution.
The problem is that sales doesn't manage the buying decision issues that need to happen within each buying environment. Dirty Little Secrets teaches you why buyers can't buy and how your sales success rate can quadrauple, all by accessing the buyer's system.
Buying Facilitation®
The new way to sell that influences and expands decisions
Buying Facilitation® is a new sales paradigm based on helping the buyer make effective decisions.
Buying Facilitation® introduces Facilitative Questions, systems listening, presumptive summaries, and how a conversation gets created. By giving the reader an understanding of a buying decision rather than a sale, it shows why sales is insufficient and leads the reader meticulously through the phases of how buyers decide. This offers two complete case histories that introduce the method and the specifics of how and when to apply the model.
Buying Facilitation® & Dirty Little Secrets Bundle
Together, Buying Facilitation® and Dirty Little Secrets offer both the strategic and tactical thinking behind the Buying Facilitation® method. Although written five years apart, they were written as companion books.
Buy them together and receive a bonus of an illustrated pamphlet that will lead you through the thinking and models of Buying Facilitation®.
The New Sales Paradigm eBook series
The new way to sell that influences and expands decisions
The New Sales Paradigm is a brand new way of thinking about the sales process and redefnes what selling really means..
The newsletters & essays that you have enjoyed monthly are now available in a new e-book collection complete with introductions and commentaries from Sharon Drew. Each of these topics will enhance your thinking and your profitability in the area of collaborative decision making with clients and colleagues.