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The Razors Edge with Barbara Giamanco|Sales|Social Selling|Marketing|Customer Experience|Technology|Business

If you want to learn from the best minds in B2B sales, marketing, service, and technology, The Razor's Edge podcast is for you. After 25+ years in Sales, Barb understands the challenges that sales leaders and salespeople face. Barb is the co-author of The New Handshake: Sales Meets Social Media and authored the Harvard Business Review article Tweet Me, Friend Me, Make Me Buy. In this podcast, Barb interviews authors, practitioners, and sales, marketing, service, and technology leaders from across the globe who share their expertise on everything from selling and marketing strategies and skills, engaging buyers online with social selling, top trends in technology to drive increases in revenue and pipeline and much more. www.barbaragiamanco.com
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Mar 26, 2017

Jeff shared his expertise with me about the psychological factors at play in the purchase decision. We talked about:

Some of the things salespeople do in a typical sales presentation that makes it difficult for a customer to make a purchase decision.

Whether or not you need to adjust your sales presentation when selling a complex product.

A few of the common mental shortcuts that customers take when they are making a purchase decision.

And the point when you cross the line from being an advocate to an adversary. In other words, how do you know when to stop pushing a customer to a purchase decision?

Enjoy the interview!

About Jeff:

Jeff is a highly sought-after sales expert, speaker, author, and consultant whose innovative and real-world selling strategies help you to change your mindset and change your world. His latest book, "Closing 2.0," is now available. Learn more at jeffshore.com and follow Jeff on Twitter.

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