How do buyers buy?  How do successful salespeople sell?  Are there ways to sell that are effective, ethical, and provide the customer with the opportunity to make decisions based on facts as well as emotions?  Is sales inherently manipulative and one sided?

Over the past two decades, these and many other questions about the sales process have been front and center in the arena of sales theory.  During this time, the traditional sales model has been increasingly under attack as being manipulative, one-sided, and, in essence, anti-prospect.

Out of this critique of the traditional process have come a number of new ideas about how to sell in an effective and ethical manner.  New processes such as consultative selling, solution selling, and high probability selling have emerged—as well as a process that focuses on the buyer’s decision making process developed by Sharon Drew Morgen called Buyer Facilitation. 

Sharon Drew is a thought leader in the sales process, and the author of the New York Times Bestseller Selling with Integrity, Sales on the Line, and Buying Facilitation: the new way to sell.  With a history as a million-dollar producer and 30 years in sales, an entrepreneur of a successful start-up, and a sales consultant in many Fortune 100 companies, she brings field knowledge as well as innovation to the subject. 

Her clients include individual salespeople, as well as international powerhouses such as IBM, Morgan Stanley, Unisys, FedEx, Clinique, and KPMG. 

Because the emphasis of Buying Facilitation is on the systemic decision-making process that buyers must manage before making a decision, Sharon Drew has opened new areas of thought that counter the emphasis on the salesperson’s actions and moves the discussion to a concentration on the prospect’s actions and decision-making process. 

As one of the sales experts in the Sales Careers Online sales training team, Sharon Drew’s experience, insight, and understanding of how customer’s buy are available for Sales Careers Online users.  If you have questions or issues within the sales process area, simply complete the question form and Sharon Drew or one of our other experts will be happy to address them. 

Sharon Drew offers a number of free articles and other resources on her website:  www.newsalesparadigm.com.