Dirty Little Secrets - Sharon Drew Morgan

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“Sharon Drew has written an inspirational and well-written book and I can highly recommend this sophisticated guide. It was an instant success for me. If you want to learn how decisions get made, how change happens, and how buyers buy—you must read this book!” —Alen Majer, author of Trigger Events and Selling is better than Sex “Dirty Little Secrets should be a best-seller: The content and delivery is quite good, and so many people and organizations need to hear this!” —Tery Tenant, Attainment,
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  “ Sharon Drew has written an inspirational and well-written book and I can highly recommendthis sophisticated guide. It was an instant success for me. If you want to learn how decisions getmade, how change happens, and how buyers buy—you must read this book! ” — Alen Majer, author of Trigger Events  and Selling is better than Sex  “ Dirty Little Secrets  should be a best-seller: The content and delivery is quite good, and so manypeople and organizations need to hear this! ” — Tery Tenant, Attainment, Inc. “ This book is an insightful, dead-on analysis of how buying decisions get made. The systemsapproach makes people re-think the entire buy-sell dynamic. The examples are wonderful andI love the direct and personal style. The whole thing screams experience, wisdom, class, success,and authenticity. Best-seller? ” — Anne Miller, author of Metaphorically Selling  “ Wow, talk about getting outside the box! Sharon Drew Morgen has turned traditional sales thinkingupside down and has provided a realistic tactical roadmap for sellers to help buyers get the internalbuy-in they need for a buying decision. ”   — Michael Norton, CEO and Founder of CanDoGo.com “ If you thought you knew all the leading sales methodologies, think again. Sharon Drew Morgen turnsconventional selling on its head by teaching us that it ’ s about helping your buyers manage theirinternal issues before they can buy anything. Dirty Little Secrets  is a must read. ”   — Rich Dougherty, CEO of Expert Choice “ This book is fantastic! Sharon Drew teaches support for a buyer ’ s decision-making. Great stuff! ” — Kathi Kruse, Kruse Control Inc. “ Dirty Little Secrets  takes us inside our buyer ’ s decision-making process where we discover thefactors they need to address prior to making a decision — most of them having nothing to dowith our product or service. You ’ ll discover numerous strategies to help prospects deal withthese issues leading to faster decisions, minimal competition and more sales! ” — Jill Konrath, author of Selling to Big Companies  “ For the first time, Morgen finally reveals all the Dirty Little Secrets  of the buying process.As a veteran seller for 20 years, this book gave me a complete new look on selling and buying.Excellent work and highly recommended! ” — Geert Conard, CEO of Geert Conard Management Solutions  “ Morgen ’ s ground breaking book teaches how to understand how decisions are made in anorganization and how to manage change, with insights and strategies you won ’ t find elsewhere.I ’ ve been using this new model in my business and already see almost unbelievable results.Instead of selling, we are actually teaching our customers how to buy. ”   — Peter Casebow, CEO of GoodPractice “ Dirty Little Secrets  provides insight into issues that are often ignored or misunderstood in thesales process. It will challenge the assumptions and rules we ’ ve learned from all sales methods.If you want to understand how decisions are really made and willing to complement your salesskills, this is a must read. ” — Mary Anrigo, Director of LastMile Xchange “ Sharon Drew continues to provide the cutting edge thinking in sales. Her points are not only valid,but practical. I never realized how buyers really think and make decisions — I do now! The extrabenefit of this brilliant book is I can use this with my staff, wife and kids! ”   — Reg Athwal, Chairman of RAW Group and OneTVO “ Revealing the secret to how people really buy has been untouched... until now! Dirty Little Secrets  delivers powerful insights and practical thinking that transform not only selling but all formsof decision making. Those who read this book will reap the professional and personal rewards! ” — Lee J. Colan, author of Sticking to It: The Art of Adherence  “ As a Partner in a global executive search firm, I have been struggling to understand how decisionsget made in an environment of ‘ NO. ’   Dirty Little Secrets  has not only led to my understanding,but has led to closing several engagements that have been floating around for almost a year. ” — Deborah Sawyer, Managing Partner of Ogders Berndston “ She ’ s done it again. Having pioneered the new sales paradigm more than two decades ago,Sharon Drew is back with a very human, accessible and powerful approach that helps sellersand buyers collaborate. We ’ ve all been in the dark too long. It ’ s time these secrets were revealed. ” — Britton Manasco, Principal of Manasco Marketing Partners “ As a management consultant, I know how challenging it is to uncover, let alone explain, thebehind-the-scenes issues buyers face internally. SDM has nailed it. By reading this book youwill come away with a far better understanding of the change management issues a buyermust contend with before they can ever consider buying. I found the book exceptionally engaging,tremendously insightful with a very unique perspective, and well worth reading. ” — Jim Altfeld, CEO of Altfeld, Inc.  “ Morgen leads the field in giving us insights into what really goes on inside the prospect ’ s decisionmaking. This is not a business-as-usual book. She is asking sales folks to make a dramaticchange, moving selling away from its dismal yet commonly accepted closing rates. Someday wewill all use Buying Facilitation ® as part of our sales tools. Get this book and learn how now. ” — Reg Nordman, Founder and Managing Partner of Rocket Builders “ This book is disturbing. It pulls back the veil: we ’ ll never be able to go back to the old way ofjust selling a solution. This book teaches us what has been missing from the industry for so long — how buyers decide. The ideas in this book are too big to push under the rug: it ’ s sophisticated,but necessary for any serious sales professional. ” — Jeff Blackwell, Founder of SalesPractice.com “ Dirty Little Secrets  is a must read for any CEO or senior executive. Sharon Drew exposes the reasonswhy sales methodologies fail and provides deep insight into buying, decision making, systems andthe change management every customer must go through before making a purchasing decision.The ground breaking concepts in this book are supported by real world case studies that providebuyers and sellers new innovative ways of addressing internal change management issues. ” — Mark Dallmeir, CEO of The ROBB Group Holdings, LLC “ Sharon Drew ’ s Buying Facilitation ® model is not only insightful, it works: it ’ s the only approachthat manages the off-line buying decision process. We ’ ve been using her process for 10 years andthe approach has helped us consistently grow revenues WITH our clients. DirtyLittle Secrets  is thelatest in Sharon Drew ’ s long line of best-of-breed business writings and should be on the desk ofevery CEO and sales professional. After twenty years of writing and speaking about managingbuying decisions, Morgen is THE thought leader behind our new thinking of helping buyers buy. ” — Jack Hubbard, Chief Experience Officer of St. Meyer & Hubbard. “ Dirty Little Secrets  is an interesting, innovative, thought-provoking, and sophisticated book onsystems, change management, and leadership. Although it is nominally a sales book, Sharon Drewmaps out the route for how change happens in a way that supports the integrity of the wholesystem. It ’ s ground-breaking work, and a must read for anyone who is a true student of change. ” — Alan Allard, President of Genius Dynamics, Inc. “ Get powerful insights and practical steps to helping buyers have an easy time buying — and havea good time while making money. This great book will alter everything you know about selling! ” — Chip R. Bell, author of Take Their Breath Away  Social entrepreneurs and progressives often get uncomfortable about sales techniques and waryof ‘ manipulating ’ people. Dirty Little Secrets  teaches how to serve customers by facilitatingtheir decision-making, with no persuasion or manipulation — how to do good, make money andkeep integrity intact. — Gil Friend, CEO of Natural Logic  [ OTHER BOOKS ] BY SHARON DREW MORGEN s Sales on the Line: Meeting the Demands of the ‘90sThrough Phone Partnering s  Somebody Makes a Difference s New York Times Business Bestseller  Selling with Integrity: Reinventing Sales ThroughCollaboration, Respect, and Serving s The New Sales Paradigm Series: s Changing the Thinking s Changing the Process s Changing the Skills s  Buying Facilitation ® : The New Way to Sell That Influences and Expands Decisions CONTRIBUTER TO s Chicken Soup for the Soul at Work, by Jack Canfield, Mark Victor Hansen, Maida Rogerson,and Martin Rutte s Chicken Soup for the Mother  ’  s Soul, by Jack Canfield, Mark Victor Hansen, Jennifer Read Hawthorne,and Marci Shimoff  s The One Piece of Advice You Need to Earn Your Clients ’  Loyalty, edited by RainToday.com
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