Sharon Drew Morgen is perhaps one of the most well known advocates for selling techniques in today’s society. Her concepts have earned her wide recognition both in Europe and the United States and has done a lot to change the way salesmen think about buying and selling.
Morgen’s theory is known as Buying Facilitation (R). Her book talks, in short, about why buyers refuse to buy and why sellers aren’t good at selling. She then outlines what you need to do in order to manage the chaos associated with the buying and selling process.
A few examples include:
These are just a few examples of the items detailed in Morgen’s Buying Facilitation(R) Method. Sadly, she doesn’t make much of her work available to the public so in this instance I’d have to recommend you take a look at her book, Buying Facilitation, or visit Sharon Drew Morgen’s website. If you’re in sales, or working as a sales manager, I’m pretty sure you’ll find it to be an easy and useful read.