Dirty Little Secrets: Why buyers can't buy and sellers can't sell and what you can do about it - Softcover

Sharon Drew Morgen

Softcover

ISBN 10: 0964355396 ISBN 13: 9780964355392

Publisher: Morgen Publishing, 2009

Synopsis

Sellers often don’t close all of the sales they deserve to close. Why? The sales model itself fails to address the off-line issues buyers must manage before making a buying decision. Dirty Little Secrets takes the reader behind the scenes to understand how buyers buy, and offers tools to help them. Dirty Little Secrets exposes the problems with sales that have resulted in over 90% failure rates, and offers front-end decision facilitation tools to mitigate the failures. Until now, sales books have focused on helping buyers through the solution-placement end of the buying decision. No other book takes the seller through the behind-the-scenes issues that buyers must address before they get buy-in for a solution. This is not a sales book, but a sophisticated examination of systems, change, and decision making to help sellers close more, find more prospects, and greatly minimize the sales cycle. This book is essential for any serious student of sales. Do you want to sell? Or have someone buy?

About this title

Review:

Dirty Little Secrets

 

“This book is a dead-on analysis of how buying decisions get made. The examples are wonderful and I also love the personal style. The whole thing screams experience, wisdom, class, success, and authenticity.

—Anne Miller, author of Metaphorically Selling

 

“This book will disturb the industry; it pulls back the veil and we’ll never be able to go back to the old way of just selling. From now on, anyone who talks about sales has to mention this book—it’s too big to push under the rug. The book is necessary for any serious sales professional.”

—Jeff Blackwell, SalesPractice.com

 

“Dirty Little Secrets” takes us inside our buyer’s decision-making process where we discover the factors they need to address prior to making a decision – most of them having nothing to do with our solution.

- Jill Konrath, author of Selling to Big Companies

 

“This great book gives you powerful insight and practical steps to helping buyers have an easy time buying. It will alter everything you know about selling!”

—Chip R. Bell, author of Take Their Breath Away

 

Dirty Little Secrets is not a sales book. This is a book on the Hows of truly serving a customer.”

—Lee Glickstein, author of Be Heard Now

 

 “Morgen’s Buying Facilitation Method® is light years ahead of the field.”

—Phil Kotler, author of Marketing Management

From the Author:

What is stopping you from closing all of the sales you should be closing? Hint: it’s not you, it’s not the buyer, and it’s not your solution. It’s the sales model itself.

 

In this groundbreaking book, Morgen brings us behind-the-scenes as buyers navigate through their off-line decisions to get the necessary buy-in to purchase a new solution. As Morgen methodically explains, sales merely manages the needs-analysis and solution-placement end of the buying decision without addressing the change management issues buyers must go through: relationship issues, old vendor issues, policy issues, internal politics. Dirty Little Secrets introduces new skills to help the reader become the GPS system to the buyer’s decision route, separating the sales process from the buying decision process, and speeding the sales cycle dramatically. This is both a change management book, an expose of sales, and a how-to book on decision facilitation. As with Morgen’s other books, this book is well-written, well-conceived, and an important addition to the field.

About this edition

• Publisher: Morgen Publishing
• Publication date: 2009
• ISBN 10: 0964355396
• ISBN 13: 9780964355392
• Binding: Paperback
• Number of pages: 272