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
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