#643 S2 Episode 512 - DUAL CONTROLS: Balancing the Control of the Conversation Between Buyer and Seller
Sales Transformation · Collin Mitchell, Sales Transformation
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Show Notes
GIVE THEM CONTROL AND DEALS WILL ROLL
Sellers are so used to taking control of the conversation. Aiming to get the deal done as quickly as possible leads them to eat up the entire conversation without giving the buyer a chance to talk. Guess what? That doesn’t anymore. Kyle is back to discuss the importance of giving the buyer control in some aspects of the conversation to give them the freedom to express their concerns and appreciate your product hands-on. Learn more in this latest episode of Sales Transformation.
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TRANSFORMING MOMENTS
KYLE: GIVING BUYERS CONTROL IN THE DEMO
“I think there's a lot of demo fatigue right now, where people have purchased things that looked really good in the sales cycle, and then they don't work. Anything we can do either in the demo by giving them screen control, or by giving them a very guided real life trial experience is valuable to overcome that skepticism.”
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