Subscription and Listening Links For This Episode
- Subscribe at iTunes
- Click on the arrow at the bottom of this post to listen now!
In case you haven't noticed, people quickly and frequently change their buying habits. If you're not watching carefully, you can miss subtle shifts in how your customers assess your offerings. Do you think it's important to understand the process your customers go through when deciding whether to buy from you? If so, this podcast is for you. In it, Kristin Zhivago, the Revenue Coach, shows you you how you can sell the way your customers want to buy.
This means paying attention to barriers to completing sales, and creating ways to address and overcome them. Kristin is the author of Roadmap to Revenue: How to Sell the Way Your Customers Want to Buy
Episode Outline
- How people get the information they need to make purchasing decisions, and how your website fits into that process (or not)
- Beware the “false positives” delivered by Google
- Ways to shorten the buying process
- Why buyers have complete control over the buying and selling process, and what that means for you
- How to get people to tell you what they think of your products and the buying process you use to sell them (and the one mistake you want to avoid)
- What you think is never ever EVER the same as what your customer thinks
- Marketing and sales in the least effective function in any company
- Clarity trumps persuasion
- If you want to know how your customers buy, have a conversation with your customers.
- Know your customers's questions, answer them successfully, and then get out of the way.
- How to know whether customers evaluate your products using light scrutiny, medium scrutiny, heavy scrutiny, or intense scrutiny — and what to do about it.
Episode Resources
I mentioned the following resources in the podcast:
- MECLABS
- Marketing Sherpa
- Kristin's blog: Revenue Journal
- Kristin Zhivago on Twitter
- Buy Kristin's book: Roadmap to Revenue: How to Sell the Way Your Customers Want to Buy
Subscription and Listening Links
- Subscribe at iTunes
- Click on the arrow at the bottom of this post to listen now!
