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Join Christie Walters and Jeff Bajorek as they review books, interview thought leaders, and discuss topics critical to success in business and in life.  Certified by Sales Guru, Jeffrey Gitomer, Christie and Jeff have both dedicated their careers to helping others uncover their passion, unblock their path, and achieving greatness in sales and in life.

Dec 19, 2018

Deb Calvert does the homework on sales relationships so that you don't have to. Today we're going to cheat off her paper. 

She's joining us today to share everything she's studied about how sellers sell and how buyers buy. Spoiler Alert: it is too often in-congruent which leads salespeople to be ineffective. 

Find out about Deb's unbelievable passion project full of sales wisdom, The Sales Experts Channel

Buy Deb's latest book Stop Selling and Start Leading

On today’s podcast...

1:37 - Deb Calvert has done the research on relationship building's effect on sales
4:06 - Deb Calvert prioritizes the feelings of buyers
6:00 - Buyers and sellers make the exact same mistake
9:20 - Price and budget might be the most popular objection but not the REAL objection
13:00 - Are salespeople evolving in the right way or are they just finding another way to be ineffective?
18:30 - Most objections are invitations for more information
22:40 - The "top of the funnel" myth
27:40 - Having an audacious dream instead of a clinical solution
30:50 - The Sales Experts Channel

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