Tipping The Scales - Why Customers Don't Buy

What this episode covers

In this episode Bryn and Steve start out by discussing whatis the new financial quarter or year for many sales organisations and the current economic uncertainty, which will no doubt create some challenges formany sellers. Steve shares some insights from Todd Caponi’s book ‘TheTransparency Sale’ and why sellers giving their own products or services the ‘5 star review’ might not be the best tactic. Moving on to main theme they discuss the reasons why mostsales deals are lost – and it’s not necessarily due to price or the competition. In particular the conversation focuses on customer’s reservations to change and provides practical tips on how sellers need to tip the scales in their favour. Finally, Bryn gets on his soapbox about ‘End of Quarter’discounting.

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Frequently Asked Questions

How long is this episode of Transformational Selling: Sales Tips and Techniques for Sellers, Sales Managers and Entrepreneurs?

This episode is 30 minutes long.

When was this Transformational Selling: Sales Tips and Techniques for Sellers, Sales Managers and Entrepreneurs episode published?

This episode was published on April 24, 2025.

What is this episode about?

In this episode Bryn and Steve start out by discussing whatis the new financial quarter or year for many sales organisations and the current economic uncertainty, which will no doubt create some challenges formany sellers. Steve shares some...

Can I download this Transformational Selling: Sales Tips and Techniques for Sellers, Sales Managers and Entrepreneurs episode?

Yes, you can download this episode by clicking the download button on the episode player, or subscribe to the podcast in your preferred podcast app for automatic downloads.