Understanding the Buyers’ Ego with Richard Harris

Sales is no longer a numbers game. This is especially true in B2B sales where deals are larger and sales cycles are longer. The best sales reps don’t take a spray-and-pray approach. Instead, they take a more methodical approach. They take time to understand the psychology of their buyers. But you don’t have to go through years of schooling or have a degree in order to get into the psyche of your buyers. In fact, some of the best sales trainers can teach the underlying principals to you quickly.

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