PitchLink: In Conversation with Sharon-Drew Morgen
In Conversation with Sharon-Drew Morgen, Owner, Morgen Facilitations, Inc.
Sharon-Drew Morgen is an original thinker, thought leader, and inventor of systemic brain change models. She is the author of the New York Times Business Bestseller Selling with Integrity and 7 other books on how people make change decisions that may conclude in buying. Sharon-Drew has been inventing ways to facilitate change via new neural circuitry, developing facilitation models for over 40 years and has trained over 100,000 salespeople in her Buying Facilitation® model.
- She has developed a system of questions that goes beyond bias. When the buyer is asked these questions, it helps them to pinpoint what they actually need to understand about their own buying imperatives. This is an entirely different line of questioning from the usual sales route. Sales asks questions that help the seller understand how to pitch. This, on the other hand, helps the buyer understand their own motivations for buying. The right approach can bring down the sales cycles from three years to as short as a four-months.
- Need does not necessarily result in buying. For instance, many of us know we need to lose weight, yet we do not take action to effect this. Congruent change that brings excellence at the end is what motivates action. Understanding the “buy-side”, and not the sales model, is what is important for building trust, gaining credibility, and ultimately effecting consistent sales in the long run.
- With 25 years of experience with very large groups and small, Sharon-Drew brings new ideas, new thinking, and new levels of success in closing sales and finding buyers. By incorporating servant-leader values, win-win collaboration, and original thinking around the buying decision process, Sharon-Drew Morgen seeks to offer her unique, provocative style to sales conferences and associations. To date, Sharon-Drew is the thought leader behind how buyers buy. Her inventions and facilitation models are explained on www.sharon-drew.com.
These and more insights you never find in the public discourse around Sales and Buying in this eye-opening episode of The Buyer Side Chat.
Run time – 41.39 mins.