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Buyer Psychology: Four Tribal Types
Manage episode 407253291 series 3561782
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What does it take to make a sale? We all know in business we want to close the deal, but there’s a catch. There are variables to consider when deciding how you should approach a conversation with a prospect.
In today’s episode, Ben and Deb discuss the four tribal types you’ll come across in a sales conversation and create relationships. While listening, think about which one you are: commander, achiever, expressor or reflector.
In this episode, listen for
- Ben discusses being an achiever and what that means to him [8:45]
- What the experience of each tribal type might look like [18:00]
- Why your sales style has to be about your customers to make the sale [27:15]
When you’re starting off the relationship with a prospect, don’t center the conversation about who you are and why it would be great for them to work with you. Instead, start by getting to know them. Using the information they provide you, position your product or service as the solution to their concerns or problems. Talk about what’s in it for them and how you can help them achieve their goals.
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