Sharon Drew Morgen is the visionary and thought leader behind Buying FacilitationÂ® the new sales paradigm that focuses on helping buyers manage their buying decision. She is the author of the NYTimes Business Bestseller Selling with Integrity as well as 5 other books and hundreds of articles that explain different aspects of the decision facilitation model that teaches buyers how to buy.
Morgen dramatically shifts the buying decision tools from solution-focused to decision-support. Sales very competently manages the solution placement end of the decision, yet buyers have been left on their own while sellers are left waiting for a response, and hoping they can close. But no longer: Morgen actually gives sellers the tools to lead buyers through all of their internal, idiosyncratic decisions.
Morgen teaches Buying FacilitationÂ® to global corporations, and she licenses the material with training companies seeking to add new skills to what they are already offering their clients. She has a new book called Dirty Little Secrets: why buyers canâ€™t buy and sellers canâ€™t sell and what you can do about it which defines what is happening within buyerâ€™s cultures (systems) and explains how they make the decisions they make.
Morgen has focused on the servant-leader/decision facilitation aspect of sales since her first book came out in 1992, called Sales On The Line.
In all of her books, she unmasks the behind-the-scenes decisions that need to go on before buyers choose a solution, and gives sellers the tools to aid them.
In addition, Morgen changes the success rate of sales from the accepted 10% to 40%: the time it takes buyers to come up with their own answers is the length of the sales cycle, and her books â€“ especially Dirty Little Secrets â€“ teaches sellers how to guide the buyers through to all of their decisions, thereby shifting the sales cycle from a failed model that only manages half of the buying cycle, to a very competent Professional skill set.
Morgen lives in Austin TX, where she dances and works with childrenâ€™s fund raising projects in her spare time.
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