{"version":1,"type":"rich","provider_name":"Libsyn","provider_url":"https:\/\/www.libsyn.com","height":90,"width":600,"title":"171 Thinking Like a Buyer with Deb Calvert","description":"Deb Calvert does the homework on sales relationships so that you don't have to. Today we're going to cheat off her paper.  She's joining us today to share everything she's studied about how sellers sell and how buyers buy. Spoiler Alert: it is too often in-congruent which leads salespeople to be ineffective.  Find out about Deb's unbelievable passion project full of sales wisdom, The Sales Experts Channel Buy Deb's latest book Stop Selling and Start Leading On today\u2019s podcast... 1:37 - Deb Calvert has done the research on relationship building's effect on sales 4:06 - Deb Calvert prioritizes the feelings of buyers 6:00 - Buyers and sellers make the exact same mistake 9:20 - Price and budget might be the most popular objection but not the REAL objection 13:00 - Are salespeople evolving in the right way or are they just finding another way to be ineffective? 18:30 - Most objections are invitations for more information 22:40 - The "top of the funnel" myth 27:40 - Having an audacious dream instead of a clinical solution 30:50 - The Sales Experts Channel Don\u2019t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you. Want more from Jeff and Christie? We have a newsletter! The Why and The Buy is part of the Sell or Die Podcast Network. Subscribe to these other amazing network podcasts! Sell or Die Hidden Stories with Jeremy Fulkerson Selling With Soul Wheelbarrow Profits ","author_name":"The Why And The Buy","author_url":"http:\/\/thewhyandthebuy.com","html":"