2Bobs—with David C. Baker and Blair Enns

The Emotional Journey of Buying and Selling

Jun 22, 2022

33:41

Creator website

Highlights

AI Chapters

Episode notes

What's the Net Take Away?

02:39

Why You Shouldn't Move Away From Pain

01:53

The Ark of the Sale, the Four Conversations

03:17

The Art of Creative Ontepenorship Podcast

01:57

Introduction

2min

Are You Sure That Wasn't Let's Make a Deal?

2min

The Emotional Journey of Buying and Selling

3min

The Ark of the Sale, the Four Conversations

3min

The Probability Effect and Expected Utility Theory

2min

What's the Net Take Away?

2min

Why You Shouldn't Move Away From Pain

2min

The Art of Creative Ontepenorship Podcast

2min

The Dan Ullivan Question

3min

10.

The Sales Person's Role in the Sales Cycle

3min

11.

Commitment to Action

2min

12.

Managing Doubt

3min

13.

Creatives Need to Listen a Little Bit Differently

2min

14.

Is the Buyer's Journey the Sale Cycle?

3min

When someone makes Prospect Theory generalizations—saying that buyers either over-weight gains or over-weight losses—Blair wants us to remember that both are true at different times during the sales process, and we need to adjust accordingly at the right times to close the sale. Read the transcript and episode notes at http://2bobs.com/podcast/the-emotional-journey-of-buying-and-selling

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