If you don't understand why people buy, you may want to kiss your career as a sales rep goodbye. Also, if you're having difficulty connecting with your prospects, you may not be able to reach your monthly goals either.
Luckily, your host, Donald Kelly, spoke with the perfect guest to help you understand your prospects better. In this episode, Donald interviews Eric, a business strategist and coach, about understanding the reasons behind customer buying decisions and how to improve sales conversion rates.
Eric introduces the BANK framework, an innovative tool that helps salespeople connect with customers more deeply by understanding their personality types and values. This episode explores the importance of understanding customer buying behavior and provides practical strategies for sales success.
Understanding Customer Buying Behavior
Introducing the BANK Framework
Overcoming the Language Barrier
The Four Elements of the BANK Framework
Implementing the BANK Framework
Understanding customer buying behavior is crucial for sales success. The BANK framework emphasizes individual personality types and values, and provides salespeople with a powerful tool to connect with customers authentically.
You can increase the conversion rate and build stronger client relationships by adapting your presentations and communication styles to the customer's preferred language. Using the BANK framework will improve your sales performance and enhance customer satisfaction with ease.
"Because for many of us, we must understand why people spend money with us. Like, why is someone going to buy from us? And I'm hoping today that you can help us to grasp that better and grow in that understanding." - Eric Goodman
Resources
Eric Goodman LinkedIn
Crack My Code
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2. This episode is brought to you in part by LinkedIn.
Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.
3. This episode is brought to you in part by the TSE Sales Foundation.
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Credits
As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.
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