Keynote Speaker | Trainer | Bestselling Author
Originator of Buying Facilitation® - an add-on tool for sellers to facilitate the
behind-the-scenes consensus issues buyers must address before buying.
Sharon Drew Morgen
buying facilitation ®
Sharon Drew Morgen
Sharon Drew is the developer of Buying Facilitation®, the decision facilitation model that gives sales professionals an additional tool kit to help buyers effectively manage their behind-the-scenes issues that affect their buying decision.
Sharon Drew is the originator of the focus on helping buyers buy and the buying decision path. Since 1988 she has introduced skill sets to add the ability to facilitate all of the buyer’s internal management issues which are generally hidden from view – efficiently enlisting the full Buying Decision Team, managing the change new solutions bring, getting buy-in – and the sales model does not adequately resolve causing long sales cycles and objections. Would you rather sell or have someone buy? Sharon Drew will make you think.
Sharon Drew’s expertise:
Organizing sales teams to be buying oriented
Script-writing for prospecting/qualifying
Self-guided study in Buying Facilitation®
Buying Facilitation® for marketing automation
Coaching, strategizing, consulting sales teams
Sharon Drew Morgen is the visionary thinker on the buying decision capability and developer of Buying Facilitation®. She has trained sales teams in many global corporations in facilitating the buying decision experience. Sharon Drew is the author of the NYTimes Business Bestseller Selling with Integrity.
Sharon Drew has taught over 25,000 sales professionals how to facilitate buying decision. As the thought-leader behind what it takes for buyers to make purchasing decisions, Sharon Drew has taught sellers how to think beyond their solutions and not only teach buyers how get necessary buy-in, but how to determine the buying decision team at the beginning of the solution choice process.
A recognized thought leader and original thinker, Sharon Drew has written 7 books on how buyers buy, including the Amazon Bestseller Dirty Little Secrets: why buyers can’t buy and sellers can’t sell and what you can do about it. She has published over 1000 articles in magazines such as Leadership Excellence, appeared on CNN and CNBC, has been interviewed in, Inc., Selling Power, Success and Entrepreneur magazine and has a blog that is consistently ranked in the top 10 of all sales/marketing blogs. As the person responsible for adding the focus of buying decisions to sales, she coined the terms Buying Decisions, Buying Patterns, and Buying Decision Team.
Here's a partial list of training clients: Intuit, Morgan Stanley, KLM, IBM, HP, Bose, FedEX, GE, Qwest, Unisys, KPMG, DuPont, California Closets, Cancer Treatment Centers of America.
Partial list of speaking programs: Society of Decision Professionals, Association of Image Consultants, The Art of Sales, National Association of Women Sales Professionals, Institute of Sales & Marketing Management, SMEI - Sales & Marketing Professionals
Selling Doesn’t Cause Buying
The sales model focuses on solution placement. But a qualified buyer is not all that’s needed for a sale. There must be buy-in from the prospect’s people, management, old vendors – whatever is maintaining the status quo. Because the sales model doesn’t offer an additional tool kit to facilitate the hidden management buy-in process, sales cycles are elongated and sellers lose prospects or chase inappropriate ones. Attendees will leave understanding the difference between how they sell and how buyers buy, and will learn skills to work with gatekeepers and discover the Buying Decision Team on the first call. Add to your value proposition! Use Buying Facilitation® with sales.
Why Buyers Can’t Buy [& Sellers Can’t Sell] and What You Can Do About It
A buying decision goes beyond choosing a solution: it must include 1. buy-in from everyone who will touch the new capability, 2. consensus from the behind-the-scenes (and non-solution-related) environment of managers, vendors, and the status quo, or we lose prospects and buying is delayed regardless of need. Sharon Drew teaches how to be a real Relationship Manager by introducing attendees to the steps buyers must address before they can purchase, and how to assemble the full Buying Decision Team so all decision makers are on board quickly. This session is based on the Amazon bestseller Dirty Little Secrets.
Video One Here
To learn more about booking a speech , please contact Sharon Drew at email@example.com or 512.457.0246.
Selling with Integrity: doing good business by doing business good
So much of our sales model is a ‘push’ technique based on finding prospects who will buy. This can this be manipulative and doesn’t follow standards of ethics, win-win, and servant leadership. We are losing sales because we focus more on the sale than on the client. Based on her NYTimes Business Bestseller Selling with Integrity (noted as the break-out book on ethics in business) Sharon Drew will offer several takeaways to promote integrity, relationship, buy-in and trust to differentiate AND close more sales, to make money AND make nice while making sellers real Relationship Managers and consensus builders.
"When Sharon Drew Morgen's work first came to my attention in the 1990s I considered her to be the most advanced thinker, writer, and speaker on selling anywhere. Now we are well into the 2010s and Sharon Drew is still far ahead of the game. Her thinking remains the best selling methodology I've ever seen and used. It has the power to change lives and utterly transform businesses."
Alan Chapman, President Businessballs, online learning
Dirty Little Secrets:
a concentrated look on how buyers buy – the change management/systems issues that define how a decision to purchase travels through management, and a case study to how Buying Facilitation® can teach buyers to quickly, efficiently, make their behind-the-scenes purchasing choices.
Selling with Integrity:
the NYTimes Business Bestseller seen to be the breakout book bringing ethical business practices into sales.
Selling with Integrity: reinventing Sales through collaboration. respect, and serving
One of the early books written on using the telephone to help buyers buy.
Sales on the Line: Meeting the Business Demands of the '90s Through Phone Partnering
Did You Really Say What I Think I Heard?
To be published 9/14 AMACOM, this book facilitates choice in how we hear our clients and colleagues without bias to establish win-win communication.
Buying Facilitation® - This book explains the Buying Facilitation® model and how it works with sales to facilitate the behind-the-scenes buying decision that's hidden from sales.
"Sharon Drew Morgen changed the way we approach sales. Her ideas are not only insightful and thought provoking, they work - the only approach in the sales field that helps manage the buying decision process that buyers go through off-line. We have been using her process at our firm for 10 years and the approach has helped us consistently grow revenues WITH our clients, in good times, tough times, all the time. After twenty years of writing and speaking about managing buying decisions, Sharon Drew Morgen is the thought leader behind our new thinking of helping buyers buy ."
Jack Hubbard, Chief Experience Officer, St. Meyer & Hubbard.
"As sales leaders at HP, we thought we knew it and heard it all – until we heard Sharon Drew speak. Not only did she thoroughly entertain and inform us of all things about buying decisions that we never even knew, we walked away with immediate takeaways to begin using immediately. But Sharon Drew Morgen made us all believers! We love her!"
Ted Elvhage, VP Sales, HP Sweden
"Thank you so very much, Sharon Drew. When we brought you in to our Decision Sciences conference, we thought we’d learn a lot about selling our services to our internal clients. But after hearing you, we learned how we all can collaborate and make better decisions together and understand how our clients want to buy. You were terrific."
Dr. Gerald Bush, Chairman Board of Directors at Decision Strategies, Inc.
"When Sharon Drew Morgen's work first came to my attention in the 1990s I considered her to be the most advanced thinker, writer, and speaker on selling anywhere. Now we are well into the 2010s and Sharon Drew is still far ahead of the game. Her thinking remains the best selling methodology
I've ever seen and used. It has the power to change lives and utterly transform businesses."
Alan Chapman, President Businessballs, online learning
"Thank you Sharon Drew! We love you! Your provocation, your ideas, your style, and most of all your fresh content made us believers!"
Nick Miller, President Clarity Advantage
"Sharon Drew Morgen provides insight and understanding into issues that are many times ignored or misunderstood in the sales process. She challenges all of the assumptions, rules and activities we have learned from any sales method. Do you want to understand how decisions and change are really made?"
Mary Anrigo, Business Development Manager, Reliance Globalcom UK
"Sharon Drew Morgen lifts the veil on the behind-the-scenes event to help us all understand where good prospects go when they seemingly disappear in the sales cycle. Her approach transforms us all from being typical, gimmick-driven sales people to effective buying facilitators."
Tery Tennant, Attainment Inc.
"Sharon Drew continues to provide the cutting edge thinking in sales. Her points are not only valid, but practical for all executives. I never realized how a buyer really thinks and makes decisions – I do now!"
Reg Athwal, International Presenter, Chairman of RAW Group and OneTVO, Dubai, United Arab Emirates
"'Revealing the secrets to success' is frequently overused, but revealing the secret to why people really buy has been untouched... until now! Sharon Drew Morgen delivers powerful insights and practical thinking that transform not only selling but all forms of decision making. Thanks, Sharon Drew!"
Lee Colon, President, the L Group
"Even being in sales for almost 20 years myself, got a complete new look on selling and buying after hearing Sharon Drew Morgen. Highly recommended."
Geert Conard, Partner / Marketing & Communication at Tineke's Cucina Belgium