Episode 72: Creating A Reason To Buy

While 74% of the wins in B2B Sales go to those reps that engage early and helping to set the buying agenda(vs only 26% occur in the late stage RFP/bake off/feature fight), many sales execs struggle with asking the right questions and uncovering a reason for the prospect to move along the sales cycle. Thus only 17% of reps get invited to a second meeting. Dan takes a look at the reasons why people BUY, their motivations from a psychological perspective which is key to understanding what drives decision-making. There are dozens of reasons why a buyer will pull the trigger on a purchase. If, as a modern seller, you can engage and uncover one or more of these motivations, there is a great chance you are going to be in the drivers seat. But you need to be skilled to unlock this path to success. Tune your dial to the latest Sales Is King and learn how to CONVERT more meetings into $$$. 🎙