Sharon Drew Morgen is a sales visionary and developer of Buying Facilitation®, the change facilitation model used for any type of solution to help buyers navigate their buying decision path. Sharon Drew has trained the model to firms such as KPMG, Kaiser, Bose, Clinique, Wachovia, Dupont. She's the NYTimes Bestselling author of Selling with Integrity, and 6 other books on helping buyers buy, as well as over 1000 articles in such magazines as Harvard Management Review and Inc Magazine. Her new book Did You Really Say What I Think I Heard is coming out with AMACOM in 12/14. Sharon Drew is a speaker, trainer, consultant, and coach. In her free time, Sharon Drew is a dancer.
Facilitating the steps buyers must take before they can buy: an adjunct to sales.
What we'll discuss on this program:
The sales model focuses on understanding buyer's needs and placing solutions. It ignores the behind-the-scenes issues all buyers go through as they assemble the correct Buying Decision Team and get the necessary buy-in for change. Do you want to sell? or have someone buy? They are two different activities; the sales model only addresses one of them. The time it takes for buyers to get the buy-in for change is the length of the sales cycle. Because sales does not handle this, sales cycles are protracted as buyers figure it out. But sellers can help.