Sharon Drew Morgen - Home of the Buying Facilitation® Method

SharonDrewMorgen.com posts cutting edge thinking in decision facilitation and the Buying Facilitation® model, and other change ma..

SharonDrewMorgen.com posts cutting edge thinking in decision facilitation and the Buying Facilitation® model, and other change management issues related to B2B, management, decision making, and sales.
URL: http://sharondrewmorgen.com
Added: April 16, 2010
Authority: 55.8041
Type: Blog
Language: English
Category: B2B
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What Makes A Decision Irrational?

After spending 30 years deconstructing the inner processes of how people decide, and training a decision facilitation model used in sales, coaching, and leadership, I’m always amused when I hear anyone deem a decision ‘irrational’. Only outside

Why Do We Listen To Each Other?

What if it were true that we only understand a fraction of what others say to us? And if true, what can we do about it? As someone who has taken great pride in accurately hearing what others say, I was annoyed to discover that it’s pretty impossib

When Should a Seller Gather Information or Understand Needs?

Part1 redefines buying thus: The process a buyer goes through to get their ducks in a row to manage all of the factors involved prior to, and including, making a purchase. It explains why the sales focus of seeking appointments, gathering information



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