Mon, 22 September 2014
Buyer resistance is a fact of life for sales people. Our goal is always to prevent such resistance by doing all the right things upfront. In many past episodes we’ve addressed techniques to do just that.
But, resistance will happen. In this episode, Bill & Bryan discuss a new way to look at resistance and give you a formula for solving. Hint. Resistance is not something to overcome or knock down. It is something to “understand.” And by understanding it, you have a chance to move around it.
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Direct download: 14-09-22HowToHandleBuyerResistance.mp3
Category:buyer perspective -- posted at: 2:27pm UTC
Mon, 2 June 2014
In this week's episode of the Advanced Selling Podcast, Bill & Bryan discuss the good and bad things they have learned and seen from the Buyer's perspective. As business owners, they both have had many different experiences on the Buyer's side of the deal. These are all great examples of things you should change, avoid or use in your sales process. Seeing things from another perspective is one of the greatest ways to grow. You won't won't to miss this one!
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Direct download: 14-06-02WhatILearnedAsABuyer.mp3
Category:buyer perspective -- posted at: 7:43pm UTC