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Buyer Emotion

The sales process has changed significantly in recent years. Prospects are now much more informed about their options and the buying process than they used to be, so salespeople must adapt their approach accordingly.

Mike Montague interviews David Mattson, President and CEO of Sandler and author of How to Sell to the Modern Buyer. Dave talks about the new Sandler book and how modern sellers can align with the current reality of selling in a hybrid world.

Mike Montague interviews Matthew Dashper-Hughes on How to Succeed at Labeling Emotions.

 

Mike Montague interviews Michael Gordon on How to Succeed at Improving Your Money Concept.

 

The real question here is how an effective retail salesperson can have better conversations while reducing pressure. How do we make that happen in retail?

 

Think about your last purchase, why did you make the purchase?  Perhaps the first things that come to mind are, "It was on sale, so you saved money," "it will allow you to get things done faster," or possibly "it will improve your health.”  These are logical reasons.  The reality is these are not the reasons you bought, it is how you justify the purchase.