Summary Of Episode 312 Of The Avanced Selling Podcast

Episode 312 of The Avanced Selling Podcast by Brian Neal and Bill Caskey, teaches me on the relationship that exists between a sales person and the buyer relating to projection. The episode is titled Projecting and it poses a question to the sales person stating ‘are you deciding on behalf of the buyer?’ Brian and Bill discusses the problems that may arise when a sales person makes the decisions of what the buyer wants without asking them. The two veterian sales trainers puts forward the strategies that can be used by sales people to prevent pitfall and decisiding on the needs of the buyer without asking them. They state that in is very crucial for a sales person to put themselves in the shoes of the customers as means of understanding what
the ccustomers want. The sales trainers insists that a saales person should collaborate the buyers in order to know what is valuable to the customers. The podcast educates the sales people that customer decisions are important and, therefore, sales people should collaborate with them to know what is valuable. (Kelly, 2015)
Chapter 5 of the text book explains on the importance of buyer perspective. The podcast states that for the sales person to succeed they should collaborate with the buyer. In accodance with the podcast, the textbook states that in order for the success of a business, the buyer and seller strategies should be complimentary. Therefore, the seller should collaabrate with the buyer to produce what is valuable. (Malcom & Diana, 2011)