Understanding Buyer Personas | Results Selling Framework Podcast Episode 3

Join Keith Marchiano, Senior Executive Coach for the Results Selling Framework (RSF) podcast.

In this episode, Keith teams up with James LaVine to discuss the topic of understanding buyer personas. You've netted a lead or a referral, initiated contact, and started to establish a connection by attentively listening to your prospect's issues. It's tempting to think a sale is near, especially when you're confident that your solution fits their needs and budget perfectly. However, there's a snag: the buyer may only be presenting surface problems, not the underlying issues. If you hastily pitch your solution without deeper inquiry, it may miss the mark, leading to a lost sale or silence from the prospect.

The key misstep? Not recognizing that modern business decisions often involve multiple stakeholders. Just as every flower is unique, so is each sales conversation—requiring a nuanced and multifaceted approach. Listen to our podcast to dive deeper into this concept.

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CONNECT WITH THE HOST

Keith Marchiano | Senior Executive Coach | Pax8
https://www.linkedin.com/in/keithmarchiano

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CONNECT WITH GUEST

James LaVine | Senior Executive Coach | Pax8
https://www.linkedin.com/in/jameshlavine

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