Comments on: Understanding Needs Does Not Close a Sales, an article by Sharon Drew Morgen http://sales-blog.salescareersonline.com/understanding-needs-does-not-close-a-sales-an-article-by-sharon-drew-morgen/ The Sales Blog at SalesCareersOnline.com Thu, 17 May 2012 05:25:09 +0000 http://wordpress.org/?v=2.2.2 By: Tom Schaber http://sales-blog.salescareersonline.com/understanding-needs-does-not-close-a-sales-an-article-by-sharon-drew-morgen/#comment-159 Tom Schaber Tue, 06 Nov 2007 18:43:03 +0000 http://sales-blog.salescareersonline.com/understanding-needs-does-not-close-a-sales-an-article-by-sharon-drew-morgen/#comment-159 Sharon: Thanks for this article! It is a classic. I was a sales trainer for 8 years as a franchisee of Sandler Systems and I spent a great deal of time helping salespeople understand that the decision qualifier is sales forgotten step child. So many salespeople get the PAIN and have some understanding of the budget then totally forget that the buyer is held captive by the corporate decision process. And then salespeople wonder why the sale takes forever to close! I am a great fan of your book Sales On The Line. I referenced the book to scores of people who were faced with making a lot of phone calls. It helped many many people get through the fear stage of calling strangers. Stay well! Tom Schaber Sharon: Thanks for this article! It is a classic. I was a sales trainer for 8 years as a franchisee of Sandler Systems and I spent a great deal of time helping salespeople understand that the decision qualifier is sales forgotten step child.

So many salespeople get the PAIN and have some understanding of the budget then totally forget that the buyer is held captive by the corporate decision process. And then salespeople wonder why the sale takes forever to close!

I am a great fan of your book Sales On The Line. I referenced the book to scores of people who were faced with making a lot of phone calls. It helped many many people get through the fear stage of calling strangers.

Stay well!

Tom Schaber

]]>