About Sharon Drew
Sharon Drew Morgen is the visionary and thought leader behind Buying Facilitation® 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 Facilitation® 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 can’t buy and sellers can’t sell and what you can do about it which defines what is happening within buyer’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 – especially Dirty Little Secrets – 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 children’s fund raising projects in her spare time.
My sales cycle time used to average 9 months. Using your method, I got a new client within a WEEK of my first meeting with him.
Barbara Heyn, Atticus Consulting, LLC
“Selling with Integrity describes the first new paradigm in sales. It offers a model for how to bring sould into sales, and teaches the hands-on skills to do it.”
Jack Canfield, author of Chicken Soup for the Soul.
“Finally, a sales paradigm which supports our spiritual values and lays the foundation for the paradigm shifts occuring in business today.”
Ken Blanchard, coauthor of “The One Minute Manager”
“Morgen has done it again – described an exceptional approach to selling and made it clear and concise. Read this book [Selling with Integrity] and practice what’s between the covers. It will make your next sales call the most successful in your career.”
Larry Wilson, author of “Changing the Game”
“Morgen’s Buying Facilitation® is light years ahead of the rest of the field.”
Philip Kotler, author of “Marketing Management”
While you may have first developed your methodology for sales, it has proven quite valuable whenever I needed to question and listen for what was really going on with an individual or an organization.
Bravo and thank you so very much for your wisdom and passion with which you share it.
Michael R. Neece, Founder & CEO InterviewMastery.com