How to Reach and Inspire Buyers

Understand the Psychology of Buyers

In this episode, Alice talks with Tim Riesterer—Chief Strategy Officer at Corporate Visions—about the modern salesperson's war with the status quo, and how understanding the psychology of buying can help move the needle towards success.

Sales reps need to be equipped to deal with change (and how to make the burden of change easier) even more than understanding the products/services they sell. They also need to learn how to provide value as a trusted advisor by sharing the unique insights prospective buyers require to make decisions.

Don't forget to check out Tim's book, The Expansion Sale: Four Must-Win Conversations to Keep and Grow Your Customers. You'll learn his tested and proven framework to fundamentally change how organizations approach sales and marketing conversations.