A Book You Have To Read Dirty Little Secrets

A book you have to read… Sharon Drew Morgen, Dirty Little Secrets.
While many companies adapt specific sales processes, they are often using criteria that are too complex, too simplistic, or promote the wrong behavior to selling.
Pick up this book… Dirty Little Secrets.. it is a clear and concise outline of how to approach getting deals done through understanding the mindset of the buyer or the systems they work in. www.dirtylittlesecretsbook.com

An excerpt from the preface, of which I am in 100% agreement!!!!

“In Dirty Little Secrets, her groundbreaking work, she takes us
inside our buyer’s decision-making process to a level we’ve never
been before. We discover all sorts of factors that have to be
addressed prior to making any changes. And most of these issues
have absolutely nothing to do with our product or service offering.

When our prospects disappear into a black hole, that’s what
they’re dealing with. And, as Sharon Drew points out over and over,
our sales cycle is as long as takes our prospects to figure these things
out. Often these challenges are so daunting, that they decide it’s easier to stay with the status quo—even if it’s not a smart decision.

Up until now, we haven’t had strategies that taught us how to
deal with these “systems” issues that our customers face. We know
how to get them interested in our offering. We know how to uncover
their needs. We know how to showcase our solutions. But we don’t know how to help them get “unstuck.”

Patrick Stakenas President and CEO, ForceLogix, www.forcelogix.com