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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Anatomy of a Lost Sale: Case Study

I’ve been writing a lot lately about how we lose sales and forego success because we enter and conduct conversations through our biases and assumptions. Here is recent dialogue with a potential partner that gives a terrific example of possibility l

The What of How: ‘Why’ and ‘What’ are inadequate to enable action

When you’re conversing with a prospect, a teenager, or a team member, how does your brain choose the most effective words to connect your message to that particular person – and how do you know if there is a problem before it’s too late? How do

Checklist for Influencers: questions for sellers, coaches, leaders, change agents.

Most of you are really good at what you do: as influencers, sellers, coaches, change agents, or leaders, your intuition, excellent skills, and history of success guide your ability to facilitate change for your clients. And yet…. Using conventional



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