Don't Blame It on the Buyer, That's the Way I Do It.

"It pays to listen to the buyer," he says. "I had two, I should have one out of business." He recommends referring people back to his old dealership for a good experience.

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Episode notes

Derrick Jenkins is the Head of Marketing at Owler. Derrick talks about the uses of Owler when it comes to sales prospecting and why, even with how crucial it is, some salespeople still don't do their research early on.

He also talks about the fear of missing out (FOMO) and how it spills over to the sale process and overall buyer's journey. Derrick highlights the buying experience and the many factors that come into play when deciding how to make your sellers more effective.

HIGHLIGHTS

Why some salespeople still show up unprepared about their products
Don't confuse personalization and being personal
The effect of urgency in the sales process and buyer's journey
Creating a positive buying experience as a seller

QUOTES

On the importance of doing research beforehand - Derrick: "At the very least, I could guesstimate information about their competitors or ask a colleague for some information. And just before I even started planting seeds about my business or my solution, try to figure out a little bit about what they're all about. And if not, if I didn't know it, start asking questions about it."

The sense of FOMO and what it means for sellers - Derrick: "I think the only reason why we have so much news out there is to keep you informed. So, you're staying ahead, you're staying on top of [the] trend and that is a form of not missing out. So I don't think it's ever going to go away as a trend to attract people. No one wants to be the last to know something.”

Find out more about Derrick in the links below:

LinkedIn: https://www.linkedin.com/in/derrick-jenkins-70114a2/
Website: https://corp.owler.com/

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