Phil Lauterjung

If you are a regular reader you know that I don’t do book reviews.  The reason is, as a very wise man once said, there is nothing new under the sun.  I don’t mean to say that there aren’t very good books published on various topics.  There are.  But, once you’ve read some of the really top books on a given topic you really don’t need to keep reading new ones – most of them simply repackage, or state things with a different twist. [ I probably just blew any chance of a publisher ever picking up anything I might write with that comment.]

I just finished reading Sharon Drew Morgen’s Dirty Little Secrets: Why Buyers Can’t Buy and Sellers Can’t Sell, And What You Can Do About It, which has to be the longest subtitle I’ve ever seen.  I have read many books that fit in the sales genre over my career, so I feel well qualified to review a book like this.  However, even though it could be primarily considered a book about sales, it is really more related to a radical change in your mind set.

I also have a background in counseling and found Morgen’s explanations relating well to counseling as well as sales.  I don’t think she intended that, but this is really a very different type of book.  Let me tell you that I heartily recommend it for anyone in sales – rookie or veteran.  I guarantee that you will learn a lot from it.

Have you ever presented your product or service to a potential client and had a great meeting with positive feedback, only to go through weeks or maybe even months trying to close the deal?  You often don’t get responses from your emails and phone calls.  Or, if you do get through, the response is that they are still reviewing ‘things’ and haven’t made a decision.  Pretty soon your manager is pressing you about why that potential client hasn’t done anything since you had told your boss about your great presentation.  You may have even gone out on the proverbial limb and told him that this deal was a ‘slam dunk’!

If any part of that scenario sounds the least bit familiar, you need to read this book.

Sharon Drew Morgen has spent over 20 years developing a sales strategy called Buying Facilitation® which focus on salespeople helping buyers manage their behind the scenes, offline, buying decision.  Her basic premise is that we as salespeople start pitching our product or service way too soon in the buying process.

Having been on both sides of the selling/buying process I have lived through exactly what she outlines in her book.  This was one of those rare books were I was nodding in agreement virtually all the way through.  If you want to really learn how to close more deals and make friends in the process, buy this book!  Buy. This. Book.  Don’t rush through it though.  There are parts of it that will dramatically challenge what you have learned to this point about sales.  You will need a very open mind.  But I promise it will be worth your time.

Sharon Drew’s (she uses both as her complete first name) contact information is in the back of the book, so be sure and let her know what you think of it.   Happy selling – after you’re done reading.

Here’s the link again for Dirty Little Secrets.

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