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Get Inside the Mind of the Buyer: Podcast with Jill Konrath, author of Snap Selling

Get Inside the Mind of the Buyer: Podcast with Jill Konrath, author of Snap Selling

If I had to name the biggest mistake we make when selling, it’s that we do not get in the mind of the buyer. We tend to be so focused on what a cool product we have; all the bells and whistles; and we pay so little attention to what the buyer is thinking and feeling.

I recently had a great conversation with Jill Konrath, author of Snap Selling. Jill shared advice on how hungry entrepreneurs can catch the attention of potential buyers.  In today’s world, people are so busy that they go through email and voicemail as fast as possible to delete, delete, delete! So how do you catch someone’s attention, make them stop in their tracks and really consider your product/service?

You want the buyer to say “that’s interesting…tell me more.” Jill explains The Buyer’s Matrix and talks about the factors that decision-makers use to filter through these sales messages:

1. Is this relevant?
2. Is this a priority?
3. Does the sales person provide value?
4. Is it simple or complex?

This sounds simple. But do you really answer these questions from the buyer’s perspective before you get on the phone or send that email? If you did you may re-think your standard pitch for selling because most likely it’s getting deleted so fast it’ll make your head spin. Learn how you can get in the mindset of the buyer, how you can build a valuable email database, and how ultimately, you as the seller are more important than the product you are providing. Take a listen.


About Robert Jordan

Robert Jordan has been launching and growing companies and helping other entrepreneurs do the same for the past 20 years. He has authored book and audio series including How They Did It: Billion Dollar Insights from the Heart of America (RedFlash Press), featuring 45 leading company founders who've created $63 billion in value from scratch, and How They Did It Nightingale-Conant audio program . His startup, Online Access, the first Internet-coverage magazine, landed on the Inc. 500 list of fastest growing companies. His newest endeavors are RedFlash, a strategy execution team, and The Association of Interim Executives, which champions interim management as its own global specialty. You can also find Robert on Google+ and Twitter. View all posts by Robert Jordan

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