Fee band from £ 10000+
Sharon Drew Morgen is a thought leader, and the author of New York Times Bestseller Selling with Integrity, Sales on the Line, and Buying Facilitation: the new way to sell as well as over 400 articles. She is the pioneer behind the visionary sales paradigm the Morgen Buying Facilitation Method®. As the architect of a wholly original sales model, Sharon Drew has provoked, inspired, and motivated thousands of sales professionals world-wide. With a history as a million-dollar producer and 30 years in sales, an entrepreneur of a successful start-up, and a sales consultant in many Fortune 100 companies, she brings field knowledge as well as innovation to her audiences.
Areas of Expertise
Sharon Drew is a highly informative and provocative speaker, captivating audiences as she brings the unique business challenges of the 21st Century into the sales environment and offering ideas that will immediately shorten sales cycles and differentiate sellers from their competition.
Using her systems-based buyer-support model as the foundation, she stimulates thinking around buying practices rather than product sale. This model gives sellers tools to actually teach buyers how to recognize, align, and manage all of the internal elements that need to be addressed within a buying environment before a purchase can occur.
Do you want to sell? Or have someone buy?
Let Sharon Drew introduce your team to a new sales paradigm that you can supplement with your sales efforts to enhance your success, positioning, and competitive advantage – not to mention bring ethics and collaborative decision-making into the mix.
Sharon has personally trained Buying Facilitation to over 12,000 sales professionals in major global corporations such as IBM, Morgan Stanley, Unisys, FedEx, Clinique, and KPMG. As an entrepreneur of several highly successful businesses in the U.S. and England, Sharon Drew understands both ends of the equation – the selling and the buying ends. During her keynote speeches, Sharon Drew draws on her own experiences, as well as experiences of Sellers world-wide, to help audiences understand the inner workings of buyer’s decision-making processes and how sellers can serve the buying process rather than merely sell product.
Because the emphasis of Buying Facilitation is on the systemic decision-making process that buyers must manage before making a decision, the method itself can be applied to several business arenas, such as:
1. customer service;
3. supervision and management;
5. marketing and trade shows;
6. vendor/partner management.
And the nature of the method makes it a viable choice to add to sales in every industry, from small personal items, to large multinational solutions.
Let Sharon Drew provoke your thinking about sales by introducing you to an ethical model based on buyers making effective, efficient (decisions made in one third the time of conventional sales) buying decisions, and truly differentiate yourself from the competition.
Sharon Drew Morgen has been an inspiring, thought-leading friend, teacher, coach for us and our clients for more than twelve years. She is, more or less single-handedly, changing the way the world thinks about selling. She originated The Morgen Buying Facilitation Method(R) , the first significant change in sales beliefs and methods since Dale Carnegie. Through her best-selling book (Selling with Integrity) and training sessions, she teaches sellers to create trusting, respectful, collaborative, consultative relationships with buyers by supporting buyers' buying patterns rather by selling harder. Her clients have increased their revenue by 200% or more, shortened sales cycles by 40% or more, and eliminated rejection and objections. Her web site is fabulous. Visit early and often. Sign up for her free newsletter. She created our Faster Forward course, applying Buying Facilitation to prospecting and qualifying.
- Nick Miller, Clarity Advantage
The Buying Facilitation program has really changed my approach from selling to helping decision makers make good decisions and support them in finding out how to achieve it for themselves. This approach is easier, more fun, and gives me better results in terms of sales than my old approach of Solution Selling. Sharon Drew teaches new skills you can use the same day, and helps you to feel the difference between what's working and what is not working, skills that have helped me to find the right person faster, navigate the political environment better, add more value to my customers and close my existing opportunities faster. The process even helps with my friends and my 3 and 5 year old! I recommend it with all my heart.
- Ted Elvedge Regional Alliance Manager, MERCURY, Sweden
Buying Facilitation has changed my long established views on selling. Through the training programme, led by Sharon Drew, I am now able to spend my phone time more effectively finding and speaking to the right people the first call, and helping them recognize and make effective buying decisions (that include my product) without manipulating them. It's a relief to not have to have all the answers and focus on their systems and not mine. I have also found that my waning interest in selling has been rekindled by this approach. The seminar also helped me address a long standing communication issue I'd being putting on hold, and I've noticed changes in my relationships with both family and friends as a result. It was three days that have moved me forward years ahead of my counterparts.
- Madeline McQueen, independent sales consultant, UK
"Sharon Drew Morgen has addressed the mystery of customer decision-making. Her Buying Facilitation Method® has enabled our company to appreciate the many unseen -- often, idiosyncratic and unexpected -- factors that go into a complex decision."
-Britton Manasco, Principal, The Marketing Intelligence Group
"Right after we learned Buying Facilitation®, a new customer called to say she had never had a salesperson act like D. She said D. asked her questions and "it was wonderful...she never told me what I needed and the design evolved from my own mind. It was a great experience."
-Owner, California Closets (South) franchise
"As a result of learning and using Buying Facilitation®, we've become more professional because we help customers make better decisions, quicker; our repeat and referral business has increased dramatically, and our ROI has gone up 50% over last year at this time - and last year we were up 40% over the previous year. We attribute this to our use of Buying Facilitation®."
-Owner, California Closets (East) franchise
"Thank you for a great workshop in Austin. I have attended many training courses over the years, but never one that I felt was as interesting or engaging as yours, not to mention valuable."
-Norman Tyrell, NMS Corp.
"Buying Facilitation® is a terrific way to improve my sales efforts and those of other small business owners who hate the whole sales process. It also prevents 'sales burnout' because it keeps potential rejection down and acceptance/success up."
-Jan triplett, PhD. COO Business Success Center, Austin, TX
"Her training enables you to learn how to sell in a new way, without ever having to question your ethics or conscience, and to walk away knowing that you did what is right for all concerned. This might seem to be something you can learn directly from the book; but really, the interaction with a small group, and Sharon Drew herself, is so worthwhile! Live examples; live conversations; and watching Sharon Drew in action - you can't beat it."
-Vaughn Nystrom, CEO, Integrated Fulfillment Services.