Dirty Little Secrets: Why buyers can't buy and sellers can't sell and what you can do about it

Dirty Little Secrets: Why buyers can't buy and sellers can't sell and what you can do about it cover
Sharon Drew Morgen(Author)
Publisher : Morgen Publishing
Publication date: Sep. 28, 2009
Paperback - 272 pages

Listprice : $18.99

Amazon Price : $18.97
New from : $14.56
Used from : $1.76

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Editorial Review

Product Description
 Sellers often don’t close all of the sales they deserve to close. Why? The sales model itself fails to address the off-line issues buyers must manage before making a buying decision. Dirty Little Secrets takes the reader behind the scenes to understand how buyers buy, and offers tools to help them. Dirty Little Secrets exposes the problems with sales that have resulted in over 90% failure rates, and offers front-end decision facilitation tools to mitigate the failures. Until now, sales books have focused on helping buyers through the solution-placement end of the buying decision. No other book takes the seller through the behind-the-scenes issues that buyers must address before they get buy-in for a solution. This is not a sales book, but a sophisticated examination of systems, change, and decision making to help sellers close more, find more prospects, and greatly minimize the sales cycle. This book is essential for any serious student of sales. Do you want to sell? Or have someone buy?
Amazon.com Review

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