On this episode of the Sales Gravy podcast Jeb Blount and Carole Mahoney, author of the hit new book Buyer First, underscore the importance of putting buyers first and aligning with the buyer’s journey. They dive into the power of empathy, the art of listening, and innovative ways of selling that prioritize the buyer’s needs and experiences to increase closing ratios.
Human Centric, Buyer First Selling
In the whirlwind of today’s sales scene, there’s a fresh, more human approach overseas data taking center stage. It’s all about walking in step with the buyer’s journey, tuning into empathy, mastering the art of listening, and flipping the script on traditional selling to truly put the buyer’s needs first.
Navigating The Buyer’s Journey
For sales folks looking to really connect, it’s about getting the map to this journey, understanding the lay of the land at each stage, and customizing their pitch to meet the buyer right where they are. It’s less about sealing the deal and more about being a trusted guide, helping the buyer navigate their options to find the perfect fit for their needs.
This shift towards empathy doesn’t just feel good; it makes solid business sense, too.
#1: People Buy on Their Timeline, Not Yours
The first thing you need to remember is that prospects buy according to their schedule – not yours. As a sales rep, I know you want, no, you need the deal today. We all do. But your prospect usually isn’t under the same urgency as you are to get the deal done. There create and interact with your buyer persona using chatgpt are many other initiatives, activities, people, processes, etc, they are dealing with and your product or service is just one of many things they have on their plate. So again, don’t take it personally, just relax and plan your next move.
#2: Always Set the Next Meeting
Your next move should be the one you both agreed on during your last conversation. You did make a firm appointment for your next conversation, didn’t you? Setting the next meeting is rule of engagement number one, so if you’re not in the habit of doing that, please begin today.
If you did make a firm appointment and they missed it, then send a gentle email acknowledging that they must be as busy as you are and you understand. Do not be accusatory, don’t assign blame and don’t under any circumstance sound hurt or make them feel guilty. Instead, be professional and use something like the following:
Subject Line: Our meeting
John,
So sorry we missed each other today – I know how time can get by us. When you have a moment, please shoot me an email back suggesting some better times later this week or next that would be better for us to connect.
You can either respond to this email or leave me a quick message here (your number).
Looking forward to hearing back,
Mike Brooks
At the heart of putting buyers first is empathy. It’s about seeing the world through the buyer’s eyes, feeling their pain points, and genuinely wanting to help. This human connection is what sets apart the modern sales pro in a sea of information overload. It’s a strategic ace, giving salespeople the insight to tailor their messages and solutions in a way that truly hits home for the buyer.
Listening is Key
Listening – really listening – is where the magic happens. This deep dive into the buyer’s world australia data uncovers golden nuggets of insight, enabling sales pros to craft responses and solutions that are as unique as the buyer’s own story.
Today’s buyer is savvy, connected, and expects more. They want interactions that are relevant, personal, and respectful. To sell more, adopt strategies that put the buyer’s experience front and center.
This pivot to a buyer-centric approach heralds a new chapter in sales, one where understanding, empathy, and genuine connection are give you a competitive edge.
