How we change what others think, feel, believe and do
12 Dirty Little Secrets: why buyers don't buy
Guest articles > 12 Dirty Little Secrets: why buyers don't buy
by: Sharon Drew Morgen
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 from my book of the same name:
Your current sales skills do a great job understanding need and placing solutions. But they don't work with the behind-the-scenes non-solution-related change management issues buyers go through privately.
How will you shift your skills to help buyers manage their buying decision issues?
If you want to help buyers facilitate their off-line, behind-the-skills decision issues, you may want to learn Buying Facilitation® - a set of change management/decision facilitation skills that are wholly different from (but work in tandem with) sales skills, designed to help buyers navigate through their decision path as they prepare to choose a solution. It speeds up their change management process: we sit and wait while they do it anyway.
Sharon Drew Morgen has been coding and teaching change and choice in sales, coaching, and leadership for over 30 years. She is the developer of Buying Facilitation®, a generic decision facilitation model used in sales, and is the author of the NYTimes Business Bestseller Selling with Integrity. Sharon Drew’s book What? Did you really say what I think I heard? has been called a ‘game changer’ in the communication field, and is the first book that explains, and solves, the gap between what’s said and what’s heard.
Her assessments and learning tools that accompany the book have been used by individuals and teams to learn to enter conversations able to hear without filters.
Sharon Drew is the author of one of the top 10 global sales blogs with 1700+ articles on facilitating buying decisions through enabling buyers to manage their status quo effectively.
She can be reached at email@example.com or 512 771 1117.
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Sharon Drew Morgen is the author of 9 books, including NYTimes Business Bestseller Selling with Integrity, and What? Did You Really Say What I Think I Heard? She has developed facilitation material for sales/change management, coaching, and listening. To learn more about her sales, decision making, and change management material, (www.dirtylittlesecretsbook.com) go to www.sharondrewmorgen.com. To learn more about her work on closing the gap between what’s said and what’s heard, go to www.didihearyou.com. Contact Sharon Drew for training, keynotes, or online programs at firstname.lastname@example.org. Sharon Drew is currently designing programs for coaches to Find and Keep the Ideal Client, and Lead Facilitation for Lead Generation.
Contributor: Sharon Drew Morgen
Published here on: 14-Aug-16
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