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Dirty Little Secrets: Why buyers can't buy and sellers can't sell and what you can do about it Paperback – October 15, 2009

3.6 out of 5 stars 29 customer reviews

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Editorial Reviews

Amazon.com Review

Dirty Little Secrets

 

“This book is a dead-on analysis of how buying decisions get made. The examples are wonderful and I also love the personal style. The whole thing screams experience, wisdom, class, success, and authenticity.

—Anne Miller, author of Metaphorically Selling

 

“This book will disturb the industry; it pulls back the veil and we’ll never be able to go back to the old way of just selling. From now on, anyone who talks about sales has to mention this book—it’s too big to push under the rug. The book is necessary for any serious sales professional.”

—Jeff Blackwell, SalesPractice.com

 

Dirty Little Secrets” takes us inside our buyer’s decision-making process where we discover the factors they need to address prior to making a decision – most of them having nothing to do with our solution.

- Jill Konrath, author of Selling to Big Companies

 

“This great book gives you powerful insight and practical steps to helping buyers have an easy time buying. It will alter everything you know about selling!”

—Chip R. Bell, author of Take Their Breath Away

 

Dirty Little Secrets is not a sales book. This is a book on the Hows of truly serving a customer.”

—Lee Glickstein, author of Be Heard Now

 

 “Morgen’s Buying Facilitation Method® is light years ahead of the field.”

—Phil Kotler, author of Marketing Management

From the Author

What is stopping you from closing all of the sales you should be closing? Hint: it’s not you, it’s not the buyer, and it’s not your solution. It’s the sales model itself.

 

In this groundbreaking book, Morgen brings us behind-the-scenes as buyers navigate through their off-line decisions to get the necessary buy-in to purchase a new solution. As Morgen methodically explains, sales merely manages the needs-analysis and solution-placement end of the buying decision without addressing the change management issues buyers must go through: relationship issues, old vendor issues, policy issues, internal politics. Dirty Little Secrets introduces new skills to help the reader become the GPS system to the buyer’s decision route, separating the sales process from the buying decision process, and speeding the sales cycle dramatically. This is both a change management book, an expose of sales, and a how-to book on decision facilitation. As with Morgen’s other books, this book is well-written, well-conceived, and an important addition to the field.

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Product Details

  • Paperback: 272 pages
  • Publisher: Morgen Publishing (September 28, 2009)
  • Language: English
  • ISBN-10: 0964355396
  • ISBN-13: 978-0964355392
  • Product Dimensions: 6 x 1 x 9 inches
  • Shipping Weight: 1 pounds (View shipping rates and policies)
  • Average Customer Review: 3.6 out of 5 stars  See all reviews (29 customer reviews)
  • Amazon Best Sellers Rank: #692,415 in Books (See Top 100 in Books)

Customer Reviews

Top Customer Reviews

Format: Paperback Verified Purchase
Sharon Drew Morgen's book is a big step into a universe few salespeople ever knew existed ... the sale behind the sale ... what customers really do when they say, "We'll think it over and get back to you." If you've never heard that, then you (a) aren't actually a salesperson, or (b) you don't need this book. Sharon goes into great depth about the Internal Sale ... what goes on internally in an organization when Your Customer wants what you're offering, but must sell it internally in order to get a go-ahead. It's most revealing and talk extensively about the REAL process that goes on behind the scenes -- (1) "can we stretch our existing system a little further to cover the LATEST problem? (2) OK ... we can't ... what is our CURRENT vendor offering? (3) how do we present it to management ... the LAST time they weren't too happy with our request; how do we make it seem that the previous solution was 100% good, but (something we did or didn't anticipate) has overwhelmed it? It's a critical and informative analysis of why current sales methodology (SPIN, Solution Selling, etc.) still aren't cutting it, esp. in today's economic decline, and how to step into this critical but otherwise unseen world where sales live or die beyond our vision and our ability to influence.

In conventional sales process terminology ... it is a (very) elaborate Qualification process that examines ... via a creative dialogue with the customer/prospect ... just what the likelihood of getting a sale will be given existing solutions, internal politics, ability of the customer to field your product/solution ... even IF they buy it. It's very good reading ... esp. the second time.

However, Sharon's book has a significant shortcoming ... she fails to spend any significant time discussing ...
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Format: Paperback
It should frighten you that this book has been out for 15 months and only has a few reviews. Not many are buying it because WOM (sales/marketing term for "word of mouth") is poor or non-existent. The book is NEARLY as boring and lacking in information as Sharon D's webinars (which she uses to sell more stuff you don't need from her). "I'll give you the house but not the keys to the house" she continues to say. WTF? (HUH?) You have to keep buying her materials in order to supposedly get those proverbial keys to open up that house of hers no doubt chock full of super sales secrets (oh wait, this is not a sales book according to SD) that will help you to be as good as she is at selling solutions. Her biggest claim to fame? Selling to Wachovia - no longer in business due to financial collapse. A bank called Wells Fargo took them over last year. Even Wells Fargo is a mess too as they had to take $25 billion in taxpayer funds to stay alive. I'm sure Sharon D "helped" them out too. Pass on this one folks. Tons better out there. "SNAP" selling is a good start. At least you get the keys to that house...
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Format: Paperback
If you are a sales rep, or running a sales team, this is a must read if you really want to get to the next level. It definitely requires you to open your mind up to new ways of doing things, but if you're willing to commit to a different approach, it's absolutely amazing the results you see happen right before your eyes. It's like a whole new language of selling. Not only do I now understand how buyers buy (and how to adjust my selling techniques) but I learned how people actually approach the way they make decisions. This is an important book for anyone, NOT just sales people.
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This book is the worst sales book I have read in my entire life! The writer takes 200 pages just to say that we need to help buyers buy, but offers no methodology or process to follow. Well, actually she does, in page 225, she tells you to go to one of her websites and buy another one of her books where she will explain in detail the "extraordinary successful methodology" code-named "Buying Facilitation" that will bring you all the great results. The question is why didn't she include it in this book ? Because she wants to take more money from you. I can assure you that I will never waste again my money and my time on any of her other books. Once you finish reading this book you will feel fooled and angry, and wanting your money back ! That is the "dirty little secret" that you will find out after reading this book.

Don't be mislead by the 4 and 5 star reviews, as most of them have been writen by her "friends", other authors of selling books. I guess this is the way to fool the naive buyer, just get writers of other bad books give you good reviews in exchange for your good reviews to their also very bad books. So they are all happy and making money and you are poorer, angrier, and fooled, and they can all have a good laugh.

The best books on sales I have read, with really proven successful methodologies that work, are the following:

Major Account Sales Strategy, by Neil Rackham
Spin Selling, by Neil Rackham
Solution Selling, by Michael T. Bosworth
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Sharon Drew Morgen in Dirty Little Secrets: why buyers can't buy and sellers can't sell
and what you can do about it is all about the change required in the concept of selling process.
As a seller we are taught to locate a subject, turn them into a prospect, get a hang of them, find
the problem or issue related, find or develop a solution to the problem and then lock the sale.
Sharon Drew defines such sale as inappropriate to create a sale as it does not consider the issue
connected with the change management which must be dealt with the prospect before
committing to make the purchase. Sharon drew also talks about the prospect that disappears
saying we will get back to you and never come back to you. She explains about the transactions
the prospects have to do before making commitment of purchase. Sharon Drew explains the
reason which binds the prospects to come back is the people or the system inside the company or
the organization which fail to align themselves to make such purchases. The solution which
Sharon lays in front of us is the buying facilitation method. The buying facilitation method
assists us to make the change required in the company by engaging the buyers with the buying
facilitation method. The buying facilitation method helps to get the important people in the
company onboard and guide them all the way through the change vital to make the sales.
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