Are today’s buyers really different from the buyers of a few years ago? In many ways, yes and Mary Kay Hauer of MK Associates also shared her perspective on how some things aren't really all that different in today's market.
Questions we tackled include:
The difficulty many sellers have in selling to today's buyers.
Some of the strategies a seller can use to avoid these difficulties.
Ideas on how to best connect with a potential buyer who often ignores salespeople.
How salespeople can increase their win rates if they truly understand the drivers behind why buyer make their buying decisions.
Enjoy the interview!
About Mary Kay:
Mary Kay Hauer of MKH Associates whose personal mission is "Creating passionate salespeople who love their job as much as she does”. When you love what you do, and you are good at it, customers will want to buy from you. Her goal is to transition good people into passionate sales people who help their customers be more successful…and make good money doing just that.
Working with large companies such as Microsoft, HP, Kyocera, Southern California Edison, and Lands’ End to small start-up companies, Mary Kay has helped organizations apply the Solution Selling® principles, best practices and a framework that develops and enables salespeople to reach success with passion.