Enter your mobile number or email address below and we'll send you a link to download the free Kindle App. Then you can start reading Kindle books on your smartphone, tablet, or computer - no Kindle device required.
To get the free app, enter your email address or mobile phone number.
Dirty Little Secrets: Why buyers can't buy and sellers can't sell and what you can do about it Paperback – October 15, 2009
|New from||Used from|
Learning Leadership: The Five Fundamentals of Becoming an Exemplary Leader
Improve your leadership skills with this new book from the authors of "The Leadership Challenge." Learn more.
Frequently Bought Together
Customers Who Bought This Item Also Bought
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.
If you’re the author, publisher, or rights holder of this book, let ACX help you produce the audiobook.Learn more.
Top Customer Reviews
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 ...Read more ›
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
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.
Most Recent Customer Reviews
This book is a must read for sales professionals and others who seek lasting, honest relationships with their customers.Published 12 months ago by Ed Rankin
Boring, basic, nothing new. Relatively a waste of time for people with intangible sales experience.Published 13 months ago by J. Ranhofer
Too bad the author has no sales experience but has writing experience so knows how to write a good book. Read morePublished 14 months ago by PJ
Book arrived quickly in just 3 or 4 business days with standard delivery. Haven't had a chance to read the whole book but solid ideas and good delivery.Published 21 months ago by JohnQuest
there is a lot of padding and waffle in this book, but the final four chapters seal the deal and nail home how awesome Sharon Drew Morgen's approach is. Read morePublished 24 months ago by Chloe
Love Sharon Drew 's practical approach. Dirty Little Secrets is d
efinitely worth your time, along with her other books!
Great information on influencing the behind the scenes buying process. When a prospect goes dark it is a planned process.Published on March 15, 2013 by Cornelius
The book is good, however it takes a bit of time to understand exactly what the author wants you to do. Read morePublished on August 29, 2012 by No Secret
This book talks about herself rather than the title. We need for instructional books instead of praising the author by the author herself.Published on April 9, 2012 by Avid reader