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3 Types of Buyers and 3 Sales Modes | Sales Influence #598

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Manage episode 516158915 series 1242556
Content provided by Victor Antonio. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Victor Antonio or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://podcastplayer.com/legal.

Victor Antonio explains that there are three distinct types of buyers a salesperson will encounter, and each requires a different sales approach. The first type is the unaware customer, who needs to be made aware of a problem they are experiencing. The second type is aware but apathetic, necessitating a shift in the sales conversation to emphasize pain points and urgency to make them care about the issue. Finally, the third type of buyer is aware and cares but is scared of the risk involved, so the salesperson's job is to mitigate anxiety and increase certainty to facilitate the purchase.

  continue reading

677 episodes

Artwork
iconShare
 
Manage episode 516158915 series 1242556
Content provided by Victor Antonio. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Victor Antonio or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://podcastplayer.com/legal.

Victor Antonio explains that there are three distinct types of buyers a salesperson will encounter, and each requires a different sales approach. The first type is the unaware customer, who needs to be made aware of a problem they are experiencing. The second type is aware but apathetic, necessitating a shift in the sales conversation to emphasize pain points and urgency to make them care about the issue. Finally, the third type of buyer is aware and cares but is scared of the risk involved, so the salesperson's job is to mitigate anxiety and increase certainty to facilitate the purchase.

  continue reading

677 episodes

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