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

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9780964355392: Dirty Little Secrets: Why buyers can't buy and sellers can't sell and what you can do about it

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?

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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

From the Author:

What is stopping you from closing all of the sales you should be closing? Hint: it’s not you, it’s not the buyer, and it’s not your solution. It’s the sales model itself.

 

In this groundbreaking book, Morgen brings us behind-the-scenes as buyers navigate through their off-line decisions to get the necessary buy-in to purchase a new solution. As Morgen methodically explains, sales merely manages the needs-analysis and solution-placement end of the buying decision without addressing the change management issues buyers must go through: relationship issues, old vendor issues, policy issues, internal politics. Dirty Little Secrets introduces new skills to help the reader become the GPS system to the buyer’s decision route, separating the sales process from the buying decision process, and speeding the sales cycle dramatically. This is both a change management book, an expose of sales, and a how-to book on decision facilitation. As with Morgen’s other books, this book is well-written, well-conceived, and an important addition to the field.

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1.

Morgen, Sharon Drew;Konrath, Jill
Editore: Morgen Pub, Austin, Texas, U.S.A. (2009)
ISBN 10: 0964355396 ISBN 13: 9780964355392
Nuovi Soft cover Quantità: 1
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Descrizione libro Morgen Pub, Austin, Texas, U.S.A., 2009. Soft cover. Condizione libro: New. Codice libro della libreria 000113

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Sharon Drew Morgen
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ISBN 10: 0964355396 ISBN 13: 9780964355392
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Descrizione libro Morgen Publishing, 2009. PAP. Condizione libro: New. New Book. Shipped from US within 10 to 14 business days. THIS BOOK IS PRINTED ON DEMAND. Established seller since 2000. Codice libro della libreria IQ-9780964355392

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Sharon Drew Morgen
Editore: Morgen Publishing, United States (2009)
ISBN 10: 0964355396 ISBN 13: 9780964355392
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Descrizione libro Morgen Publishing, United States, 2009. Paperback. Condizione libro: New. Language: English . Brand New Book ***** Print on Demand *****. What is stopping you from closing all of the sales you deserve to close? Hint: it s not you, not your solution, and not the buyer. It s the sales model itself. Now, in this revolutionary book written by the visionary and NYTimes Business Bestseller Selling with Integrity, go behind-the-scenes with the buyer and learn all of the details that go on off-line prior to a purchase. And learn the 12 dirty little secrets that are part of the sales model that actually prevents buyers from buying. Dirty Little Secrets: why buyers can t buy and sellers can t sell and what to do about it breaks down the entire buying decision process, and offers a complete understanding of how buyers buy - the steps they go through, the systems issues they must manage internally, the types of decisions they must make. And learn how the sales model manages merely the last action that buyers take before they adopt a solution. Moving beyond her 7 other highly acclaimed books on her revolutionary Buying Facilitation model, her new book goes to the heart of the buying decision, with great examples and a complex case study to teach the model. Selling with Integrity reviews: Finally, a sales paradigm which supports our spiritual values and lays the foundation for the shifts occurring in business today. Ken Blanchard, coauthor of The One Minute Manager Morgen s Buying Facilitation is light years ahead of the rest of the field. Philip Kotler, author of Marketing Management Dirty Little Secrets reviews: Because of this book, well never be able to go back to the old way of selling. It teaches us how buying decisions are made - missing from the industry until now. This book is too big to push under the rug: Its crystal clear and easy to understand, and necessary for any serious sales professional. Jeff Blackwell, Founder This book is a dead-on analysis of how buying decisions get made. Anne Miller, author Metaphorically Selling Sharon Drew has turned traditional sales thinking upside down and has provided a tactical roadmap for sellers to help buyers get the internal buy-in necessary to buy. Michael Norton, Founder Dirty Little Secrets takes us inside our buyer s decision-making process where we discover factors they need to address prior to buying - most of them having nothing to do with our solution. Jill Konrath, author Selling to Big Companies Revealing the secret to how people really buy has been untouched. until now! Dirty Little Secrets delivers powerful insights and practical thinking that transform not only selling but all forms of decision making. Lee J. Colan, author Sticking to It Having pioneered the new sales paradigm more than two decades ago, Sharon Drew is back with a very human, accessible and powerful approach. Britton Manasco, Principal Manasco Marketing Partners This is not a business-as-usual book, but a dramatic change in how we sell. Someday Buying Facilitation will be a natural part of our sales process. Reg Nordman, Managing Partner Rocket Builders Dirty Little Secrets is a must read for all senior executives: Morgen explains why sales fails and provides deep insight into how customers decide. Mark Dallmeir, CEO The ROBB Group Holdings Sharon Drews Buying Facilitation model is the only approach that manages the off-line decision making. Weve used her process for 10 years and our revenues have grown consistently. Dirty Little Secrets should be on the desk of every CEO and sales professional. Jack Hubbard, CEO St. Meyer Hubbard. Social entrepreneurs and progressives get uncomfortable about sales techniques and wary of manipulating people. Dirty Little Secrets teaches how to serve customers with no persuasion or manipulation - how to do good, make money and keep integrity intact. Gil Friend, CEO Natural Logic. Codice libro della libreria AAV9780964355392

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Sharon Drew Morgen
Editore: Morgen Publishing, United States (2009)
ISBN 10: 0964355396 ISBN 13: 9780964355392
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Descrizione libro Morgen Publishing, United States, 2009. Paperback. Condizione libro: New. Language: English . Brand New Book ***** Print on Demand *****.What is stopping you from closing all of the sales you deserve to close? Hint: it s not you, not your solution, and not the buyer. It s the sales model itself. Now, in this revolutionary book written by the visionary and NYTimes Business Bestseller Selling with Integrity, go behind-the-scenes with the buyer and learn all of the details that go on off-line prior to a purchase. And learn the 12 dirty little secrets that are part of the sales model that actually prevents buyers from buying. Dirty Little Secrets: why buyers can t buy and sellers can t sell and what to do about it breaks down the entire buying decision process, and offers a complete understanding of how buyers buy - the steps they go through, the systems issues they must manage internally, the types of decisions they must make. And learn how the sales model manages merely the last action that buyers take before they adopt a solution. Moving beyond her 7 other highly acclaimed books on her revolutionary Buying Facilitation model, her new book goes to the heart of the buying decision, with great examples and a complex case study to teach the model. Selling with Integrity reviews: Finally, a sales paradigm which supports our spiritual values and lays the foundation for the shifts occurring in business today. Ken Blanchard, coauthor of The One Minute Manager Morgen s Buying Facilitation is light years ahead of the rest of the field. Philip Kotler, author of Marketing Management Dirty Little Secrets reviews: Because of this book, well never be able to go back to the old way of selling. It teaches us how buying decisions are made - missing from the industry until now. This book is too big to push under the rug: Its crystal clear and easy to understand, and necessary for any serious sales professional. Jeff Blackwell, Founder This book is a dead-on analysis of how buying decisions get made. Anne Miller, author Metaphorically Selling Sharon Drew has turned traditional sales thinking upside down and has provided a tactical roadmap for sellers to help buyers get the internal buy-in necessary to buy. Michael Norton, Founder Dirty Little Secrets takes us inside our buyer s decision-making process where we discover factors they need to address prior to buying - most of them having nothing to do with our solution. Jill Konrath, author Selling to Big Companies Revealing the secret to how people really buy has been untouched. until now! Dirty Little Secrets delivers powerful insights and practical thinking that transform not only selling but all forms of decision making. Lee J. Colan, author Sticking to It Having pioneered the new sales paradigm more than two decades ago, Sharon Drew is back with a very human, accessible and powerful approach. Britton Manasco, Principal Manasco Marketing Partners This is not a business-as-usual book, but a dramatic change in how we sell. Someday Buying Facilitation will be a natural part of our sales process. Reg Nordman, Managing Partner Rocket Builders Dirty Little Secrets is a must read for all senior executives: Morgen explains why sales fails and provides deep insight into how customers decide. Mark Dallmeir, CEO The ROBB Group Holdings Sharon Drews Buying Facilitation model is the only approach that manages the off-line decision making. Weve used her process for 10 years and our revenues have grown consistently. Dirty Little Secrets should be on the desk of every CEO and sales professional. Jack Hubbard, CEO St. Meyer Hubbard. Social entrepreneurs and progressives get uncomfortable about sales techniques and wary of manipulating people. Dirty Little Secrets teaches how to serve customers with no persuasion or manipulation - how to do good, make money and keep integrity intact. Gil Friend, CEO Natural Logic. Codice libro della libreria AAV9780964355392

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Morgen, Sharon Drew
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Descrizione libro Paperback. Condizione libro: New. This item is printed on demand. Item doesn't include CD/DVD. Codice libro della libreria 1696255

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Sharon Drew Morgen
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BuySomeBooks
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Descrizione libro Morgen Publishing. Paperback. Condizione libro: New. Paperback. What is stopping you from closing all of the sales you deserve to closeHint: its not you, not your solution, and not the buyer. Its the sales model itself. Now, in this revolutionary book written by the visionary and NYTimes Business Bestseller Selling with Integrity, go behind-the-scenes with the buyer and learn all of the details that go on off-line prior to a purchase. And learn the 12 dirty little secrets that are part of the sales model that actually prevents buyers from buying. Dirty Little Secrets: why buyers cant buy and sellers cant sell and what to do about it breaks down the entire buying decision process, and offers a complete understanding of how buyers buy - the steps they go through, the systems issues they must manage internally, the types of decisions they must make. And learn how the sales model manages merely the last action that buyers take before they adopt a solution. Moving beyond her 7 other highly acclaimed books on her revolutionary Buying Facilitation model, her new book goes to the heart of the buying decision, with great examples and a complex case study to teach the model. Selling with Integrity reviews: Finally, a sales paradigm which supports our spiritual values and lays the foundation for the shifts occurring in business today. Ken Blanchard, coauthor of The One Minute ManagerMorgens Buying Facilitation is light years ahead of the rest of the field. Philip Kotler, author of Marketing ManagementDirty Little Secrets reviews: Because of this book, well never be able to go back to the old way of selling. It teaches us how buying decisions are made - missing from the industry until now. This book is too big to push under the rug: Its crystal clear and easy to understand, and necessary for any serious sales professional. Jeff Blackwell, Founder SalesPractice. comThis book is a dead-on analysis of how buying decisions get made. Anne Miller, author Metaphorically SellingSharon Drew has turned traditional sales thinking upside down and has provided a tactical roadmap for sellers to help buyers get the internal buy-in necessary to buy. Michael Norton, Founder CanDoGo. comDirty Little Secrets takes us inside our buyers decision-making process where we discover factors they need to address prior to buying - most of them having nothing to do with our solution. Jill Konrath, author Selling to Big CompaniesRevealing the secret to how people really buy has been untouched. . . until now! Dirty Little Secrets delivers powerful insights and practical thinking that transform not only selling but all forms of decision making. Lee J. Colan, author Sticking to ItHaving pioneered the new sales paradigm more than two decades ago, Sharon Drew is back with a very human, accessible and powerful approach. Britton Manasco, Principal Manasco Marketing PartnersThis is not a business-as-usual book, but a dramatic change in how we sell. Someday Buying Facilitation will be a natural part of our sales process. Reg Nordman, Managing Partner Rocket BuildersDirty Little Secrets is a must read for all senior executives: Morgen explains why sales fails and provides deep insight into how customers decide. Mark Dallmeir, CEO The ROBB Group HoldingsSharon Drews Buying Facilitation model is the only approach that manages the off-line decision making. Weve used her process for 10 years and our revenues have grown consistently. Dirty Little Secrets should be on the desk of every CEO and sales professional. Jack Hubbard, CEO St. Meyer and Hubbard. Social entrepreneurs and progressives get uncomfortable about sales techniques and wary of manipulating people. Dirty Little Secrets teaches how to serve customers with no persuasion or manipulation - how to do good, make money and keep integrity intact. Gil Friend, CEO Natural Logic This item ships from multiple locations. Your book may arrive from Roseburg,OR, La Vergne,TN. Paperback. Codice libro della libreria 9780964355392

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Sharon Drew Morgen
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Descrizione libro Morgen Publishing, 2017. Paperback. Condizione libro: New. This item is printed on demand. Codice libro della libreria 0964355396

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Descrizione libro Morgen Publishing, 2016. Paperback. Condizione libro: New. PRINT ON DEMAND Book; New; Publication Year 2016; Not Signed; Fast Shipping from the UK. No. book. Codice libro della libreria ria9780964355392_lsuk

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Descrizione libro Morgen Publishing, 2009. Paperback. Condizione libro: New. Codice libro della libreria INGM9780964355392

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Descrizione libro Morgen Publishing, 2009. PAP. Condizione libro: New. New Book. Delivered from our UK warehouse in 3 to 5 business days. THIS BOOK IS PRINTED ON DEMAND. Established seller since 2000. Codice libro della libreria IQ-9780964355392

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