Because I've been in the sales field a long time, it's not often that I come across material that really stretches my own thinking.
That is until I read Buying Facilitation®: The New Way to Sell that Influences & Expands Decisions by Sharon Drew Morgen.
The author offers a truly fresh perspective on selling. In short, she shows you how to become a true consultant to your buyers, by teaching your buyers how to make sense of their buying decisions.
More specifically, you'll discover new ways to:
- Differentiate yourself from your competition.
- Help your buyers bring all their stakeholders together to make an efficient decision.
- Develop brand ambassadors through every sales transaction.
- Avoid responding to RFPs - and still get business.
- Create and maintain integrity in every transaction.
Want to learn more and read 2 chapters right now? Just click here.
Click here to buy it now as an immediately downloadable ebook. (It's available as an audio book and printed one too.)
I bought all of Sharon Drew's books shortly after your articles, Infoguru posts and books started opening my eyes and stretching my mind about a new and honest way of selling. Then I bought Jeff Thull's books, Michael Nick's book and Mahan Khalsa's book, and stated stitching together my own style.
It's been an great transformation, and all the clients I've helped to change from the old way to this new ways of selling are grateful for the change.
The biggest aha in Sharon Drew's book is the flying blimp and the micro and macro views. Great analogy.
Thank you for starting the process.
Posted by: Tom "Bald Dog" Varjan | 06/25/2009 at 10:42 PM
Sales people need to think creatively in this tough time to effectively communicate with their customers and instill the eagerness to buy their products.
Posted by: Chaitanya Sagar, Excel Expert | 06/29/2009 at 06:50 AM