Episode Details

Customers dread being sold to. It's no different for B2B buyers than it is for anyone else. In fact, research shows that buyers now spend only 17% of their time actually buying. Since that's often divided among many potential suppliers, you might be getting 1% to 5% of their time. What are you going to do with your small fraction of your buyer's time? On this episode of Mental Selling, we speak with Janice B. Gordon, Customer Growth Expert, about why people hate buying and what you can do to make the experience something they love instead, why you should stop using Zoom like a phone and how to maximize its value, the matchless value of self-awareness in sales, and more. Let’s jump right into the discussion! “The buyer has come to you for a particular reason. Your job is to find out what that is.” — Janice B. Gordon