Resources

2 Resources for

sharon drew morgen

Listening: Read on in the paper that the best way to go about learning to create facilitative questions is to tune the listening skills. Buying facilitation elicits systems-based data rather than needs based data, which means that we must fine-tune the listening skills accordingly. Consultative sales ask questions to give the...; Tags: Skill, Buyer, Sharon Drew Morgen, Sales Strategy, Sales Force Management, Sales; White papers 2003-01-01
The Competitive Advantage: Helping Buyers Buy: Remember that making a purchase means much more than a buyer liking or needing your product. It means making a wide array of decisions involving partners, teammates, decision-makers, management, and stakeholders. It also means aligning cultural norms, hidden agendas, political maneuvering, history, rules, and roles. And it means addressing issues...; Tags: Competitive Advantage, Buyer, Sharon Drew Morgen, Financial Services, Strategy, Management; White papers 2003-04-28

Building Trust Through Ethical Sales Behavior: Effective selling requires more than an ability to communicate a product's features or benefits. Sales representatives must also develop quality relationships with their customers. Regardless of a company's reputation, customers choose to do business with people they trust. Sales representatives have to earn that trust by behaving ethically and conveying...; Tags: Representative, Product, Customer, Sales Representative, Sales Strategy, Sales Force Management, Sales, BNET Editorial; Articles 2007-11-15