As some of you know, in addition to writing this blog I’m also the co-host of a podcast about sales and sales leadership. One of the perks of that job is the fact that people send me free books to read and talk about. I love my job!
This week, I’ve been reading Sharon Drew Morgen‘s book “Dirty Little Secrets: Why Buyers Can’t Buy and Sellers Can’t Sell and What You Can Do About It” in preparation for an episode of the Sales Management 2.0 Podcast that we’ll be recording this weekend. I’ve gotta say, I’m blown away by the concept of the book.
Sharon Drew (yes, that IS her first name) is out to change the face of sales, and I’m signing on to help her in any way I can (and I’m only on chapter one of the book). She’s created a system she calls Buying Facilitation, and it’s based on a simple premise, one that readers of this blog have heard before: while salespeople may control the sales process, your prospects control the buying process. Which of those two processes do you suppose it’s more important to understand? Well, if you really want to succeed, Sharon Drew says you should be far more concerned about what’s going on in the buyers head.
I’m not going to ramble on too much, mostly because Sharon Drew does such an excellent job of explaining the concept on her own blog. I’ll defer to her wisdom on the subject and encourage you to a) go read her blog posts and form your own opinions of whether she’s a madwoman or a maven, and b) pick up a copy of “Dirty Little Secrets” to enjoy.
