Sharon Drew Morgen introduces a new concept in selling, the Buying Facilitation method. Her sales method focuses on understanding people’s buying patterns rather than the traditional approach of studying the patterns of successful sellers. This book is one of many highlighting the growing trend toward incorporating ethics and values into the way you conduct business. The book provides how-to advice for sellers who want to make the transition to this new paradigm. To sales people, the most important assertion in the book is Morgen’s declaration that ’Buying Facilitation’ will help close more sales than the traditional approach. She presents her ideas in a manner that says, "Try it for yourself. You can always go back to what you were doing before you read this book if it doesn’t work...but I think it will work." getAbstract.com recommends this book to sales people and sales managers.
In this summary, you will learn
- Why you won’t close a deal if you don’t sell yourself to the customer;
- How your questions – not your product or service – will help the buyer find answers; and
- What the six principles of “Buying Facilitation” are.
About the Author
Sharon Drew Morgen has seventeen years experience in sales. She developed Buying Facilitation in 1984. In only four years, her one-woman company grew into a half-million dollar business with 43 employees. In 1993, she wrote the book Sales on the Line. She attended Syracuse University School of Journalism and graduated from the University of Connecticut with an English/Journalism degree.