Emotion

Discover the power of emotional relevance with Mike Montague and Alon Zaibert! Join the conversation that explores the future of sales in a tech-driven world and gain practical strategies for standing out.

In this episode, we are joined by Dan Solin, a New York Times bestselling author and President of Solin Strategic LLC and Evidence-Based Advisor Marketing. Tune in to this podcast to learn from Dan's wealth of experience and knowledge.

There are four predictable steps that impact all major purchase decisions. Do you know what they are?

In an article originally published at Forbes.com for the Forbes Business Development Council, Sandler CEO and President David Mattson details the modern buyer’s journey.

The goal of creating a better buying experience is to make it easier for people to buy. In this podcast, we will discuss the importance of follow-up after an initial discovery call or demo, and how sales reps can use tools like Qwilr to progress conversations.

The sales process has changed significantly in recent years. Prospects are now much more informed about their options and the buying process than they used to be, so salespeople must adapt their approach accordingly.

Mike Montague interviews David Mattson, President and CEO of Sandler and author of How to Sell to the Modern Buyer. Dave talks about the new Sandler book and how modern sellers can align with the current reality of selling in a hybrid world.

Mike Montague interviews Matthew Dashper-Hughes on How to Succeed at Labeling Emotions.

Mike Montague interviews Michael Gordon on How to Succeed at Improving Your Money Concept.

The real question here is how an effective retail salesperson can have better conversations while reducing pressure. How do we make that happen in retail?

Think about your last purchase, why did you make the purchase?  Perhaps the first things that come to mind are, "It was on sale, so you saved money," "it will allow you to get things done faster," or possibly "it will improve your health.”  These are logical reasons.  The reality is these are not the reasons you bought, it is how you justify the purchase.

Jack lost a huge deal because of a sudden, ill-conceived emotional response.

After spending weeks preparing a presentation for Ryan, his biggest prospect, Jack was dumbfounded to hear Ryan say, five minutes into the talk, “The assumptions are all too simplistic here. This slide deck looks like something a five-year-old could have put together.”

Jack’s response to this strange remark was instant – and ill-considered. Intent on proving himself right, and his potential client wrong, he said, “That’s an odd thing to say...