Buyer confidence is cited as the #1 issue facing sales reps in B2B deals(new Gartner report) But it is not what you think. It is not the Buyer's confidence in the sales rep, but it is the buyer's confidence in themselves! Confidence to make the right decision. Buyer enablement and the sales rep's ability to help the Buyer navigate through the massive amounts of information that they are wrestling with is paramount to sales success. Dan details 5 steps to successfully engage with Buyers and show them the most prudent way to tackle the decision making process.
Garter article: http://ow.ly/vFbj101NWfn
Episode 76: Problem Solving? Check. Storytelling? Check.
Episode 74: Wolf Of Wall Street Selling
Episode 73: Sales Leaders In Denial? Dan's Guest Appearance on SLMA Radio
Episode 72: Creating A Reason To Buy
Episode 71: How To Sell Money 💰
Episode 70: [RANT] If You Can't Take The Heat....
Episode 69: The Surprising Weakness Plaguing 58% Of Reps
Episode 68: Are Buyers Driving Without A License?
Episode 67: Dude, What Happened To Your Leverage?
Episode 66: Excuses Are Killing You
Episode 65: Why Only 17% Get A Second Meeting
Episode 64: There Are No Shortcuts In Modern Selling
Episode 63: Always Be Closing?
Episode 62: Game Plan To Nail 2018
Episode 61: EQ+IQ=Breakthrough Selling
Episode 60: Are You Committed?
Episode 59: Desperately Seeking A Culture Of Coaching
Episode 58: The Connection 70% Of Reps Are Missing
Episode 57: [RANT] Narcissists Need Not Apply
Episode 56: Marketing and Sales In the #FakeNews Era
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