Sharon Drew Morgen was one of the pioneers in looking at sales from the buyer’s decision making process. She suggests understanding the buyers purchasing criteria is as important if not more important that matching features and benefits. This thought provoking podcast includes a great quote from Sharon Drew, “The time it takes the buyers to come up with their own answers is the length of the sales cycle.”

Sharon Drew Morgen is a trainer, consultant, keynote speaker, and designer of patents that help site visitors and sellers make the decisions necessary for success. Sharon Drew authored the NY Times Business Bestseller “Selling with Integrity” along with 5 other books and 800 articles on her original collaborative decision-support model Buying Facilitation.

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