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Do You Understand How People Buy?
In this sales training podcast, we look at how people make the buying decision. If you expect someone to buy from you. You better understand their motives. Knowing why people will make a decision to purchase a product or service from you is essential if you expect to make the sale. Welcome to Sales Strategy Workshop, episode number 2, “Sales Training To Help You Understand Why People Buy.”
In this podcast, we start by looking at the two major questions every buyer has:
- Is this the person that I can count on to lead me to the right decision?
- Is this the company I can rely on to help me?
Your ability to provide the information that answers these two questions is critical. It can mean the difference between making the sale or not.
The Two Types of Buyers
In sales, there are only two types of buyers. I’m not talking about their personalities. I’m talking about why they have to buy.
- People buying for a business
- People buying as Consumers for them or their family
We look at what each of these two types of buyers has in common. Then we talk about the critical components of your sales presentation that address their concerns.
Our Next Podcast
In our next podcast, we start looking at how you should use questions in the sales process. I hope you enjoy it.Asking The Right Sales Questions Can Lead to Sales Success
Related Blog Post
We have published several articles related to using questions in the sales process that may be of interest. Just follow the links below, enjoy.
Why? The Importance of Sales Questions – Part 1
Five Reasons Why You Need To Use Sales Questions
Open-Ended Questions Give You The Information You Need To Make The Sale
Alternate of Choice, The First Closed-Ended Questions
Visit Sales Management Workshop Podcast
If you have a chance, check out Sales Management Workshop. The podcast and blog provide sales management information to anyone responsible for leading a sales team.
The Sales Management Workshop podcast, covers topics like:
- Sales Planning
- Territory development
- Coaching your sales team
- Hiring
- Training and more
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