Press Room:
Sharon Drew Morgen and the Buying Facilitation Method® have received some great press:
The Media Kit has resources for journalists, meeting planners and speaker bureaus.agement First Interviews Sharon Drew Morgen
Marketing Feature of the Month
Hello, and welcome to ManagementFirst. Can you tell us a little about your company and the work that you do?
Sharon Drew Morgen:
Morgen Facilitations Inc is a consulting firm that supports the Buying Facilitation Model. As the developer of Buying Facilitation, I support the learning and teaching of the model worldwide through training programs, T3 programs, keynote speeches, articles, newsletters, and licensing to training partners who deliver training material on, or about, Buying Facilitation.
In your blog you recently wrote that on returning from a client visit you were “blown away” by how the current sales process acts as such a deterrent to buyers. What was it that shocked you?
Sharon Drew Morgen:
I watched while sales people pushed, prodded, and in every way used their own selling patterns to get the buyer to discover a need or buy a product. There was a tacit assumption that if the seller saw a need, (which might indeed have been accurate) the buyer would be willing or able to make a decision to purchase the product (now!).
A seller can only see the tip of the iceberg as far as the history of the problem as the seller sees it and the role it plays (in just the way it stands in its current incarnation of imperfection) within the buyer’s system. I watched while sales people tried to get face-to-face meetings with people who didn’t even recognize a need, yet, while they pushed products to buyers who didn’t know how to decide or bring their decision makers in, it was interesting to see sellers throw good leads away and delay the sales cycle significantly as a result of not teaching buyers how to address internal, systemic decisions that needed to be made.
Click here to read the rest of the interview
 |
Morgen head is here to teach tricks of the trade
DNA INDIA Monday, November 21, 2005 22:23 IST
MUMBAI: Sharon Drew Morgen, motivator, best-selling author and managing director of Morgen Facilitations Inc, on Monday opened her first branch in India. Sharon Drew Morgen India is a joint venture between the Mumbai-based Metanoia Consulting Pvt Ltd and Morgen Facilitations. The Indian division will impart training on Morgen Sharon’s trademark modules on sales to trainers and corporates. |
A new dawn for selling?
Management Futures, UK Autumn 2005
...Even so-called consultative selling is in essence a manipulative approach, designed to steer the purchaser through a narrowing process of options predetermined by the seller.
So how would it be to know that you could sell both ethically and successfully? When I read Sharon Drew Morgen’s books on selling it was a big moment of what the Americans call ah-ha! Because this is exactly what she offers. Sharon Drew Morgen is arguably the most advanced thinker in the world of selling. Her methods are staggeringly successful.
Sharon Drew Morgen starts India biz
India Times - The Economic Times TUESDAY, NOVEMBER 22, 2005
CHENNAI: Sharon Drew Morgen, US based marketing and sales training company, has announced setting up its operations in India and the Middle East.
Morgan Facilitations kick off local operations
Our Corporate Bureau / Mumbai November 22, 2005
In order to reinvigorate sales, which has become obsolete these days, Morgen Facilitations today announced the launch of its South Asia and India operations.
...“It is also important to take into account the internal systems which affect a consumer’s decision making process and then aid the decision making process rather than focussing only on making a sale,” explains Sharon Drew Morgen, the mentor of the Buying Facilitation method. According to her, only 7 per cent of the sales pitches result in sales which is highly unproductive.
Sharon Drew Morgen announces starting of its India operations
Commercial Reporter Thursday, November 24, 2005
On her current visit to India Sharon Drew Morgen, MD, Morgen Facilitations Inc. said, “I am honoured to be entering the Indian market. There is much innovative work going on here, and is a hub for many new opportunities for other countries to get their needs met professionally. I seek to bring my method to India as a way to help business achieve the high level of professionalism and performance - necessary given that India is fast becoming a central hub for business ventures worldwide. Given my intent to bring an ethically based model into the world through sales, I can’t think of more appropriate venue than companies throughout India.”
Sharon Drew Morgen begins India operations
Mumbai , Nov 24 The Hindu Business Line
Thought leader and author of The New York Times bestseller Selling with Integrity, Sales on the Line, Ms Sharon Drew Morgen, is starting operations in India.
