In “How to Sell with Integrity”, Sharon Drew Morgen challenges the traditional sales approach and advocates for a more ethical and collaborative approach to selling. She argues that the old sales model, which focuses on manipulating customers into buying, is not only unethical but also ineffective in the long run. Instead, she proposes a new model that is based on understanding the customer’s needs and helping them make informed decisions.
Morgen begins by explaining the concept of the “Buying Facilitation Method”, which she developed as an alternative to the traditional sales approach. This method involves guiding the customer through the buying process, rather than trying to sell them a product or service. It starts with understanding the customer’s needs, values, and beliefs, and then helping them identify the best solution to meet those needs. The salesperson acts as a facilitator, rather than a persuader, and helps the customer make a decision that is in their best interest.
The Buying Facilitation Method is based on the idea that customers make buying decisions based on their emotional and psychological needs, rather than purely rational considerations. Therefore, Morgen argues that salespeople need to be able to connect with customers on a personal level and understand their emotional drivers. This involves building trust and rapport with the customer, showing empathy and understanding, and treating them with respect.
Another important aspect of selling with integrity is understanding the customer’s decision-making process. Morgen identifies several stages in this process, including identifying a need, researching options, and evaluating alternatives. By understanding these stages, salespeople can provide the right information and support at each step, helping the customer make an informed decision.
Overall, Morgen’s approach to selling is based on the principles of collaboration, respect, and integrity. By focusing on the customer’s needs and values, rather than their own agenda, salespeople can build long-term relationships with customers and contribute to a more ethical and sustainable business culture.
BoweryJE22
Sharon Drew Morgen’s approach to selling with integrity challenges the traditional sales model that relies on manipulation and persuasion to close deals. Her Buying Facilitation Method advocates for a collaborative approach that puts the customer’s needs and values first. This approach involves understanding the customer’s emotional drivers, building trust and rapport, and guiding them through the buying process. By doing so, salespeople can help customers make informed decisions that are in their best interest. Morgen’s approach is not only ethical but also effective in the long run, as it builds long-term relationships and contributes to a more sustainable business culture. By adopting the Buying Facilitation Method, salespeople can differentiate themselves from competitors and establish themselves as trusted advisors, rather than pushy salespeople.