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Dirty Little Secrets: Why buyers can't buy and sellers can't sell and what you can do about it by [Morgen, Sharon Drew, Dibble, Shawn, Konrath, Ji]
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Dirty Little Secrets: Why buyers can't buy and sellers can't sell and what you can do about it Kindle Edition

3.1 out of 5 stars 7 customer reviews

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Length: 274 pages Word Wise: Enabled Enhanced Typesetting: Enabled
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Product Description

About the Author

Morgen is a former stockbroker at Merrill Lynch, is an international entrepreneur, speaker, and sales trainer.

Jill Konrath is a sales strategist whose clients include IBM, Microsoft, Accenture, Staples, Hilton, and numerous midmarket firms. She s a frequent speaker at sales conferences and kickoff meetings. Her previous books include Selling to Big Companies (one of Fortune s Must Reads for sellers) and SNAP Selling. Visit www.jillkonrath.com for her blog, newsletter, and other resources.

Product details

  • Format: Kindle Edition
  • File Size: 1296 KB
  • Print Length: 274 pages
  • Page Numbers Source ISBN: 0964355396
  • Publisher: Morgen Publishing (15 Oct. 2009)
  • Sold by: Amazon Media EU S.à r.l.
  • Language: English
  • ASIN: B002TG4MQQ
  • Text-to-Speech: Enabled
  • X-Ray:
  • Word Wise: Enabled
  • Enhanced Typesetting: Enabled
  • Average Customer Review: 3.1 out of 5 stars 7 customer reviews
  • Amazon Bestsellers Rank: #471,976 Paid in Kindle Store (See Top 100 Paid in Kindle Store)
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Customer Reviews

3.1 out of 5 stars
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Top Customer Reviews

Format: Paperback Verified Purchase
This is such a novel approach, it takes a little getting your head around..

When it clicks - it's then clear that Sharon Drew has created an approach that is on a par with the most effective psychology, coaching, leading and therapeutic models available.

This approach of addressing the often hidden (to all parties) underlying factors - which are more important than the presenting ones - is very powerful. Helping clients and customers first navigate through their own decision making process - their internal change-management process - is the only true route to results that are based on integrity.

Working up from the belief level - to the behavioural level - you are assured of getting it right for your client - whether they buy or not.

Totally recommended for anyone involved in decisions and change - in the right way, for the right reasons.
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Format: Paperback Verified Purchase
I bought this book with the aim of achieving a deep understanding of the thought processes that buyers go through when they are being persuaded into a purchase. Asides from some rather obvious concepts such as being more empathetic I came away with very little. What really irked me was that Drew Morgan throughout the book plasters the solution to all of these problems as being Buying Facilitation® without going into further detail - now, I realise this book was about finding out the reasons incomplete sales but there is basically NOTHING in terms of solutions, and you are constantly reminded that Buying Facilitation® is the only way to sold this however, no further information is provided until the very end of the book where it tells you the correct book to buy. Drew Morgan repeats herself constantly throughout this book; you will find concepts rehashed and rewritten in different ways but the initial idea is exactly the same.

In conclusion, if you are looking for a book in order to help you understand the selling process and where it goes wrong, with solutions to then do not bother with this book at all. This book is designed to sell Buying Facilitation® and nothing else, which is really quite cheap.
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Format: Paperback Verified Purchase
This book is a very low level look at the world of buying and selling within the corporate world. It somehow fails to capture the real essence of buyer / seller organisations "connecting". Overall, it promised much but was a little disappointing.
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Format: Paperback
Great book and very thought provoking - makes you see sales from the buyers side.
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