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 original concept on your own time. If you're ready to take the next step, check out our products.
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 quadruple, all by accessing the buyer's system.
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®.