Sharon Drew Morgen's Discussions
Columbia University Experiments on Decision Facilitation
Started Apr. 21, 2008
Decision Making: How, Exactly, Do We Decide?
Started Apr. 5, 2008
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- Your Company:
- Morgen Facilitations, Inc.
- About Me:
- I am a visionary: I've developed the first wholly original sales paradigm called the Buying Facilitation Method(R), focusing on the internal unique systems (their people, rules, policies) that buyers must manage prior to making a buying decision. I run training programs in global corporations, coach people to help them manage sales strategy and stalled sales, and give keynotes on why conventional sales doesn't work anymore (if indeed it ever did - it has always been a product placement/needs assessment model and buyers buy using their own unique criteria only when all systems elements are managed). www.newsalesparadigm.com.
I have written 6 books on the model, the best known of which is Selling with Integrity which was also on the NYTimes Business Best Seller's list and voted one of the top 9 sales books of the 20th Century. I love this book. But my newer ones have more updated material (www.buyingfacilitation.com).
I also have global, hand-picked licensees who now train my model world wide. I have spent 20 years developing, teaching and writing about this model, and am hell-bent on getting it accepted as one of the tools sellers use as part of their pallet of skills.
Am currently writing two new books: Why Sales Fail, or I'd close more sales if it weren't for the buyer; and Loving Questions in Coaching. This last book will be part of a series of Loving Questions books (- in negotiations, -in relationships, - in sales, etc) which teach the use of my Facilitative Questions - questions (used in Buying Facilitation) that actually teach the brain how to recognize and manage new material and make decisions quickly based on its own unique criteria.
I've been told I'm a mutant. Used to upset me, but now I recognize that scientists seek out folk like me who come up with the really new thinking outside the rigors of universities.
Actually, I'm the person who has been pushing the river in the sales field. Now people are finally using some of my phrases: How Buyers Buy, Buying Decisions, Buying Patterns, Buying Criteria. When I started with this model 20 years ago, I was laughed at and literally thrown out of talks and meetings. Now I've become an overnight success. But I'm exhausted!
So - use the Method! Visit my site and see if you like what I'm doing. I consider it a spiritual model - it is a servant leader model that gives the seller (Or negotiator or coach) the tools to truly serve the Other in discovering their own best answers and finding new ways to expand possibilities while matching their own unique values.
Help me bring the model into the world. The material is useful in all areas of communication and is life changing. It's actually been a blessing to devote my life to this model. Some day I'll have an institute that will teach this model in every form of communication.
W E B P A G E S
New Sales Paradigm
Buying Facilitation
Sharon Drew Morgen
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- http://newsalesparadigm.com
Sharon Drew Morgen's Blog
Selling in a Gloomy Economy
What is the difference between selling in a robust economy and selling in a failing economy? A lot. But not what you think.
* Your product is the same
* Your pitch/presentation is the same
* The buyer’s need is the same
What’s different is the decision making process the buyers need to go through. Do they have a problem that needs to be resolved now, and the economy has mitigated the types of solutions they seek? Do they have a problem that can be fixed with a partial, cheaper solution, or wit… Continue
* Your product is the same
* Your pitch/presentation is the same
* The buyer’s need is the same
What’s different is the decision making process the buyers need to go through. Do they have a problem that needs to be resolved now, and the economy has mitigated the types of solutions they seek? Do they have a problem that can be fixed with a partial, cheaper solution, or wit… Continue
Posted on October 19, 2008 at 11:57pm —
Decisions Behind Change
Decisions are direct precursors to change.
Until or unless people come up with their own answers as to whether or not to make a new decision, how to make a new decision, what to include in the decision making process as well as in the final result, when the change would need to happen, the assurance that a new decision will somehow manage the current decision and status quo, and who to include in both the decision making and the outcome, no decision will be made.
If people are… Continue
Until or unless people come up with their own answers as to whether or not to make a new decision, how to make a new decision, what to include in the decision making process as well as in the final result, when the change would need to happen, the assurance that a new decision will somehow manage the current decision and status quo, and who to include in both the decision making and the outcome, no decision will be made.
If people are… Continue
Posted on April 5, 2008 at 9:06pm —
Irrational vs Criteria-Based Decisions
Most of decision sciences research works off of the assumption that decisions are irrational or emotional. Those assumptions are false.
Think about this: would you like me to give you data on how to murder someone? Probably not. But if you were to know that someone was coming to kill your children, you would probably want that data. What happens here is that I just changed your criteria.
We all make decisions from some form of unconscious criteria and will take no action unti… Continue
Think about this: would you like me to give you data on how to murder someone? Probably not. But if you were to know that someone was coming to kill your children, you would probably want that data. What happens here is that I just changed your criteria.
We all make decisions from some form of unconscious criteria and will take no action unti… Continue
Posted on April 2, 2008 at 7:30pm —
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I use FQs in sales, coaching, negotating, etc. and help folks unravel the system that got them where they are, determine what would need to be incorporated into change to stave off disruption, and how to enlist/shift all aspects of status quo including beliefs, to help them change.
I see you are using a bit of NLP and i suspect that you might find my work moves well beyond that.
if you want, we can skype, or speak some afternoon/eve my time, morning your time.
my direct email address is: sdm@austin.rr.com.
if you haven't read the essay i've placed on the front page of the site here (the essay that starts with the reference to Columbia university) you might want to refer to that.
and, you might want to go to my site www.newsalesparadigm.com and see how i use the Model and the Facilitative Questions in several areas.
i look forward to connecting further. sounds like you're doing some great work and have the heart to offer at the same time.
sd
Health coaching/counseling for years has had as one of its foundations the Prochaska or Transtheoretical Model I have used this model to access someone's current situation and from there ask facilitative questions to help them discover what needs to be different before they can move forward and really behave differently.
So I am basically a synthesizer dedicated to finding the best methods and tools to help people make consistent healthy choices. I also believe that many if not most people who are trying to change are being influenced by an over reactive amygdala and therefore not getting a true adult, neo-cortex informed, conscious perception of their "current situation" as clarifyied a bit more in my recent blog post.
So that Sharondrew is my current situation. :) And as far as synergy together I am open to opportunities and possibilities!!
Peace and All Good
Alan
and i'm open to a discussion about possibilities. should we have a chat? my regular email address is: sdm@austin.rr.com and my # is 512 457 0246. skype Buyingfacilitation.
I will ponder and get back to you.
I have been involved in Australia with Marketing Guest speakers
and often is a little difficult.
Maybe it could be under written with some consulting work
with major companies or sponsorship as a promotion
Reagrds
Ken
Thanks
Ken
Keneth Burt