October 31, 202400:12:30

The Two Things Every Buyer Will Do (& How to Prepare For It)

In today's episode, your hosts Brian Dietmeyer [https://www.linkedin.com/in/brian-dietmeyer-5390052/]and Dan Sanchez [https://www.linkedin.com/in/digitalmarketingdan/] discuss the critical actions that buyers take during the negotiation process and how to effectively anticipate and handle them. Brian shares his groundbreaking research findings that reveal that 97% of buyers will do.  Join us as we explore the implications of these actions to close more deals. 

Timestamps:

[00:01:14] Study shows buyers' tactics fall into two categories.

[00:05:24] Jumping to commercial terms, missing customer needs.

[00:09:12] Buyers often unprepared, lying about alternatives.

[00:10:43] Buyers frustrated with single source reliance.

00:00 What does it look like to build a plan that closes a deal?
00:25 Exploring Effective Sales Strategies
00:44 What did the research project focus on and what unexpected findings were discovered?
01:09 Predictable Buyer Tactics and Strategic Shifts
02:34 Transforming Sales Prep with Buyer Tactic Insights
03:35 Commoditization Tactics: Buyer Pressure Strategies
04:37 Countering Commoditization for Leverage
05:39 Balancing Negotiation Power through Preparation
07:25 Challenges of Implementing Predictable Approaches
08:59 Why do buyers have an edge in negotiations compared to sellers?
09:33 Challenging Buyer Assumptions for Success
11:40 Developing Winning Strategies with Buyer Insights