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
Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you.
Want more from Jeff and Christie? We have a newsletter!
The Why and The Buy is part of the Sell or Die Podcast Network. Subscribe to these other amazing network podcasts!