The Advanced Selling Podcast Why Buyers Don't Trust You (And What To Do About It)
21 snips
May 19, 2025 The hosts discuss the shift in buyer behavior and the growing trust gap between buyers and sellers. Traditional sales tactics are becoming outdated as buyers are now more informed and self-directed. Transparency during the sales process is highlighted as key to building trust. They provide practical strategies for adapting to modern purchasing behaviors, emphasizing the importance of education and authenticity. By studying buyers rather than just honing sales skills, sales professionals can significantly improve their closing rates.
AI Snips
Chapters
Books
Transcript
Episode notes
Outdated Sales Manipulation Anecdote
- Bryan Neale shared a story about a Gen X sales approach based on manipulation training from a famous company.
- The buyer recognized and laughed it off, agreeing manipulation tactics are outdated and ineffective now.
Buyers Research Independently First
- Buyers now conduct extensive online research before engaging salespeople, changing sales dynamics.
- Sales professionals must recognize this shift and adapt by providing educational content early.
Educate Buyers Ahead of Contact
- Provide educational content through personalized videos, case studies, or customer testimonials to guide buyers.
- Facilitate an efficient buying process to help prospects decide yes or no without initial direct contact.
