Mastering Modern Selling

SSFN.28 - What Buyers Really Want?

April 12, 2023 Tom Burton, Brandon Lee, Carson V Heady Season 1 Episode 28
SSFN.28 - What Buyers Really Want?
Mastering Modern Selling
More Info
Mastering Modern Selling
SSFN.28 - What Buyers Really Want?
Apr 12, 2023 Season 1 Episode 28
Tom Burton, Brandon Lee, Carson V Heady

We frequently talk about the fact that the buyer's journey has changed and that the buyer is in control of the sales process. But what does that really mean? In this episode we will explore what buyers really want (and don't want) and how, as a seller, you can influence and facilitate the buter journey. 

3:47- Tom’s Introduction
6:06- What do buyers don’t want?
8:25- Risks with buying
11:22- How do you find and asses the buyers problem?
13:35- Relationships and the company’s pulse 
15:53- Relationship is the core 
19:00- How do sellers show up for buyers better?
23:09- Looking through the lenses of the buyer 
26:26- Buyer vs Sales enablement 
30:12- It sounds like a lot of work
33:28- This is for Newbies 
36:54- Don’t substitute activity for outcomes 
39:52- Foundation of Relationships 
43:58- Connecting with Tom’s community

Subscribe to the audio podcast on your favorite channel: 
https://socialsellingfornewbies.buzzsprout.com/share

Follow the Show at the Social Selling for Newbies LinkedIn Page:  https://www.linkedin.com/company/social-selling-for-newbies/

Join us in our FREE social selling community:  https://socialsellinghq.com1

Show Notes

We frequently talk about the fact that the buyer's journey has changed and that the buyer is in control of the sales process. But what does that really mean? In this episode we will explore what buyers really want (and don't want) and how, as a seller, you can influence and facilitate the buter journey. 

3:47- Tom’s Introduction
6:06- What do buyers don’t want?
8:25- Risks with buying
11:22- How do you find and asses the buyers problem?
13:35- Relationships and the company’s pulse 
15:53- Relationship is the core 
19:00- How do sellers show up for buyers better?
23:09- Looking through the lenses of the buyer 
26:26- Buyer vs Sales enablement 
30:12- It sounds like a lot of work
33:28- This is for Newbies 
36:54- Don’t substitute activity for outcomes 
39:52- Foundation of Relationships 
43:58- Connecting with Tom’s community

Subscribe to the audio podcast on your favorite channel: 
https://socialsellingfornewbies.buzzsprout.com/share

Follow the Show at the Social Selling for Newbies LinkedIn Page:  https://www.linkedin.com/company/social-selling-for-newbies/

Join us in our FREE social selling community:  https://socialsellinghq.com1