Why Buyers Buy
Buyers are liars…
A former sales manager of mine used to tell me this. She quoted it all the time.
I’ve thought about this consistently over the last 20+ years in my career in sales.
I came to this conclusion: She’s not wrong.
But she’s not entirely correct either.
It’s not like buyers are consistently out to get us in sales. They’re not TRYING to deceive or misdirect.
In fact, I think most of the time buyers have the best intentions and are speaking in partial truths to let us down easy.
It’s uncomfortable to tell someone you went with a competing vendor, or just don’t have the preconceived budget.
That’s why truly understanding why buyers buy is so important.
In this week’s edition of Stretch Weekly:
🖐 5 Strategic Steps to Shorten the Sales Cycle with Dan Martell
🗣 Rob Jeppsen and Spencer Dent of Clozd talking about Win/Loss Analysis and learning why customers buy.
➕ Plus a grab bag of snippets to help us fine-tune our sales process to understand why buyers buy.
THANKS for reading!!