Buying Facilitation by Sharon Drew Morgen

Originally Posted by sharondrew Yes. You don't know the inner, hidden issues going on within the decision making process. Asking questions like 'why' are gathering data around a decision already made. Once you learn Buying Facilitation, you can lead people through the entire decision making issues that need to be managed and you'd never be in a position of not understanding what is going on as you would have helped design what would happen at each stage.

Yes, more times than not there are inner, hidden issues going on within the decision making process that the salesperson isn't privy to.

However, unless the buyer is willing to engage in open and honest communication and explore those decision making issues then the questions the salesperson asks are academic.

Your thoughts?

Originally Posted by Calvin Yes, more times than not there are inner, hidden issues going on within the decision making process that the salesperson isn't privy to. However, unless the buyer is willing to engage in open and honest communication and explore those decision making issues then the questions the salesperson asks are academic. Your thoughts?

I agree and believe that when there is open and honest communication between the prospect and the salesperson the prospect will reveal her (his) situation with a few well designed questions.

Originally Posted by Liberty This article and podcast is a good example of Sharon Drew's original thinking and radical technique:

I hadn't even heard of Sharon until about a week ago when I bumped into a post on this forum. Then I downloaded everything downloadable from her site and bought the buying facilitation e-book. It's nipplepiercingly brilliant stuff.

In some aspects it's similar to Jeff Thull's stuff, but Sharon also adds some brilliant questions to the mix.

I think everyone could learn a lot from this e-book.

Originally Posted by Bald Dog It's nipplepiercingly brilliant stuff.

How is it brilliant? What is so different BD?

Originally Posted by Thomas How is it brilliant? What is so different BD?

I like it because, unlike traditional selling which is really convincing people to do something - often - against their will, this process "merely" facilitates a decision-making process, and the buyer has a choice not to buy if she chooses so. There is no forceful convincing, overcoming objections and arm-twisting called closing.

it's an open discussion. That's why I like it. Hope it helps a bit.

I bought six books on selling that I'm going to be reading hopefully soon. Are any of these what you call "traditional selling"?

1. Selling with Integrity - Sharon Drew Morgen
2. Spin Selling - Neil Rackham
3. High Pobability Selling - Jacques Werth
4. Mastering the Complex Sale - Jeff Thull
5. How To Sell Your Way Through Life - Napoleon Hill
6. The New Strategic Selling - Miller and Heiman

Originally Posted by Thomas I bought six books on selling that I'm going to be reading hopefully soon. Are any of these what you call "traditional selling"? Selling with Integrity - Sharon Drew Morgen Spin Selling - Neil Rackham High Pobability Selling - Jacques Werth Mastering the Complex Sale - Jeff Thull How To Sell Your Way Through Life - Napoleon Hill The New Strategic Selling - Miller and Heiman

Due to its age, the Napoleon Hill book is most definitely traditional "manipulative" selling.

And by manipulative selling I mean selling when the prospect has no way out. When the salesperson goes in with the intention of selling something whatever it takes. I believe the Napoleon Hill book is the only book of this kind in this list. The other books promote approaches where the buyer has a say about the fate of the sales call. They are somewhat collaborative.

Originally Posted by Bald Dog Due to its age, the Napoleon Hill book is most definitely traditional "manipulative" selling.

I have this book Bald Dog and it's not about manipulative selling. Are you a fan of Napoleon Hill?

Originally Posted by Jolly Roger I have this book Bald Dog and it's not about manipulative selling. Are you a fan of Napoleon Hill?

My apologies. I've made the wrong assumption due to the age of the book.

But if a sales book talks about "overcoming objections" and "closing", then I smell manipulation.

I'm natural about Napoleon. I like and use some of his ideas. I like his mastermind concept as he outlined in Think And Grow Rich.

I've been following Sharon Drew Morgan and find her work largely brilliant. I've been looking for years for a group to discuss it with.

Hope this is it!