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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
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.
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