Bob Thompson interviews Sharon Drew Morgen, creator of the Buying Facilitation® Method, about her new book, Dirty Little Secrets: Why Buyers Can’t Buy and Seller Can’t Sell, and What YOU Can Do About It!.
Topics include:
- Why focusing on a “solution” limits sales success
- Facilitating the buying process vs. consultative selling
- Coaching the buyer through their own change issues
- Biggest challenge in getting sales professionals to adopt this method