Sharon Drew Morgen
Sharon-Drew Morgen
I'm an original thinker. I wrote the NYT Bestseller Selling with Integrity and 8 other books bridging systemic brain change models with business, for sales, leadership, communications, coaching. I invented Buying Facilitation(R) (Buy Side support), How of Change(tm) (creates neural pathways for habit change), and listening without bias. I coach, train, speak, and consult companies and teams who seek Servant Leader models.
Influencers Must Change Brains, not Minds: why information, persuasion, and motivation don’t cause change
As an influencer, how often do say to yourself “Why doesn’t she understand me?” or “If he understood me better this decision would be...
Thank You. We Appreciate You: a case study in caring for employees
Early this morning I went to my favorite ‘big box’ supermarket, WinCo. If you’re not in one of the 5 states where it operates...
The 13 Steps of Change
Change management is one of those core competencies that seems to mean different things to different people. Whatever the methods used, however, the process...
Servant Leadership: new skills to serve others, and why the old ones don’t work
I became enamored of the concept Servant Leadership in the 1980s. Developed by Robert Greenleaf, it’s defined thus: a philosophy and set of practices...
The Discipline of Listening
Our brains make it difficult, if not impossible, to fully or accurately comprehend what our Communication Partners wish to convey. Entering through our ears...
Facilitative Questions: an innovative skill to facilitate change and enable discovery
As professionals, a big part of our job is to influence change. One of the tasks we perform on route is information gathering. With...
Steps Along the Buying Decision Path
As sellers we are taught to find prospects with a need that matches our solution and then find creative, professional ways to pitch, present,...
Listening Biases: how influencers unwittingly restrict possibilities
Do you enter conversations to listen for what will confirm your assumptions? Do you assume the responses to your questions provide an accurate representation of...
The Cost of Automating Customer Care
Remember when a person would answer a company phone? I found myself shocked recently when a live human answered. “Um, Hello?? Are you a...
Inside Curiosity
Curiosity is a good thing, right? But what is it? Wikipedia defines curiosity thus: a quality related to inquisitive thinking such as exploration, investigation,...
Seeking Appointments is Costing You Sales
Have you ever wondered why people agree to an appointment from your prospecting calls? Obviously, it’s not because they need your solution or they...
Can We Know When We Don’t Know What We Don’t Know?
Years ago I visited a spa where 4 magnificent macaws stood on individual perches, each with a long, not necessarily heavy, chain around one...
The Importance of Disruption
I was once fired from a Speaker’s Bureau for posing this question to the audience: Why aren’t you closing all the sales you deserve to...
Making Money AND Making Nice: selling, managing, coaching, and leading with respect, kindness, and serving
When I asked a clerk at Walmart during the pandemic if I needed to wear a mask to enter, he responded: “Do whatever you...
Let’s Make Sales Relevant Again
When Dale Carnegie published How to Win Friends and Influence People in 1937 he laid the foundation for sales thinking that continues today: find...
You Can’t Lead If You Can’t Follow
A friend of mine delivers leadership training in police departments. On the first morning he has the partners dance with each other, taking turns...
Groupthink: the cost of collective stupidity
Years ago I sat next to a lovely young man on a plane. Dressed for success, he exuded professionalism. SD: You’re all dressed up to...
Listening Biases Restrict Sales Success
The problem with accurately hearing what others mean to convey is not that we don’t hear their words accurately. The problem is in the...
Boredom: A Route To Creativity
We live our lives with continuous stimulation - on-demand access to movies, articles, social media, friends, TikTok, books, games and music. With all possible,...
Making Negotiation Win-Win
Using current negotiation models, people feel they are giving up more than they want in exchange for receiving less than they deserve. As part...