CTWFS Monthly Meeting

The Central Texas Chapter of the WFS presents Dirty Little Secrets - why buyers can't buy and sellers can't sell
and what you can do about it. - speaker Sharon Drew Morgan

This presentation coincides with the launch of the new book from the author of the NYTimes Business Bestseller Selling with Integrity

Fee: $20 for members, $25 for non-members

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 coming out August/September called The Dirty Little Secret: why buyers can’t buy and sellers can’t sell and what to 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 The Dirty Little Secret – 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.

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Comment

Comment by Cliff Collard on October 19, 2009 at 10:37am

I am looking forward to the presentation. I just scanned a book in a similar domain, Free: The Future of a Radical Price by Chris Anderson. I wonder if she has a comment the concept.

As usual, I am a "Plus 1" reservation.