by Sharon Drew Morgen

"We've always believed that if we sell a good product in a professional way, have good branding and a good service record and price point, that buyers will choose us.

But that's only true 7% of the time, and we've accepted a 93% failure rate in sales.

There are indeed two different activities - the buying, and the selling. We have not addressed the buying and it takes an entirely new belief on the part of the seller, along with a new skill set. How do sellers know when it's time to shift gears and incorporate a new sales model into their current skill set? There are two different activities here, and both need skills. Let's introduce you to the 'change model' that will help sellers know how to sell, and help buyers buy."

Click below and listen to Sharon in a revealing 1-hour interview. It's an advanced negotiating technique focused upon appropriate questioning of prospects and teaching them how to make the decision to buy.

For those of you who are struggling at pushing product, chasing lots of prospects for little return, or just want to reduce your sales cycle, this radical technique could be the answer. Also, invest $40 in her best-selling book Selling With Integrity. I learned a lot. You will too.