1 rich Libsyn https://www.libsyn.com 90 600 Victor Antonio explains that there are&amp;nbsp;three distinct types of buyers&amp;nbsp;a salesperson will encounter, and each requires a&amp;nbsp;different sales approach. The first type is the&amp;nbsp;unaware customer, who needs to be made aware of a problem they are experiencing. The second type is&amp;nbsp;aware but apathetic, necessitating a shift in the sales conversation to emphasize&amp;nbsp;pain points and urgency&amp;nbsp;to make them care about the issue. Finally, the third type of buyer is&amp;nbsp;aware and cares but is scared&amp;nbsp;of the risk involved, so the salesperson's job is to&amp;nbsp;mitigate anxiety and increase certainty to facilitate the purchase. Sales Influence - Why People Buy! http://salesinfluence.libsyn.com/podcast <iframe title="Libsyn Player" style="border: none" src="//html5-player.libsyn.com/embed/episode/id/38811615/height/90/theme/custom/thumbnail/yes/direction/forward/render-playlist/no/custom-color/88AA3C/" height="90" width="600" scrolling="no" allowfullscreen webkitallowfullscreen mozallowfullscreen oallowfullscreen msallowfullscreen></iframe> https://assets.libsyn.com/secure/content/194812825