The Audible-Ready Sales Podcast Moving a Buyer from Interest to Intent
Aug 12, 2025
Antonella O’Day, a seasoned sales leader, shares her expertise on guiding prospects from mere interest to genuine buying intent. She emphasizes cultivating curiosity during initial calls to uncover true motivations. Antonella offers strategies for utilizing mutual action plans to foster alignment and trust with prospects. The conversation highlights the importance of asking insightful questions to deepen engagement and navigate complex sales dialogues, ultimately encouraging sellers to proactively address buyer challenges.
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Episode notes
Lead With Curiosity On Early Calls
- Do adopt a curiosity mindset on first calls and avoid pitching features or demos early.
- Listen to discover why they took the meeting and plant seeds for momentum.
Pitching Features Ended A Second Call
- A rep dove into features while the prospect cared about integration and lost the follow-up.
- The example shows pitching too soon can cost the next meeting.
First Calls Are Like First Dates
- Treat a first sales call like a first date and avoid pushing a solution too fast.
- Building trust and avoiding 'happy ears' sets the stage for future intent.