I came from the world of selling as an account manager and moved up the ranks to Director of Sales, then VP of International Sales and eventually President of Sales and Marketing. I know what it takes to sell and how to manage and motivate your sales team. I didn't read a book on selling; I LIVED IT!
Selling has become tougher! It isn't what it use to be! Show up, do the dog-and-pony and close the deal! Not any more! Today's buyer has changed given access to more information. This means buyers are more informed and more skeptical when it comes to buying. In this podcast, we'll discuss "Finding the Why in How People Buy"! Using the latest studies in consumer behavior and neuromarketing, you'll learn new ways to sell more effectively!
🧠 Three types of non-buyers exist: unaware, aware but uninterested, and aware and interested but scared, each requiring a tailored sales approach.
💡 Categorizing clients into these three buckets allows salespeople to effectively address specific barriers holding customers back from making a purchase.
Tailoring Sales Strategies
🎯 For unaware non-buyers, salespeople should focus on making them aware of their problems and the negative impact of not addressing them.
💼 With aware but uninterested non-buyers, the key is to make them care about the consequences of not improving their situation.
🛠️ To convert aware and interested but scared non-buyers, salespeople must provide a clear blueprint or steps for change, addressing concerns about data integrity and sales process interruptions.