Why People Buy — Karl Wyborn

Description

WHY DO PEOPLE BUY?

In Why People Buy, world renowned sales leader Karl Wyborn demonstrates a single, profound truth – the level of trust a buyer feels for a seller is the most potent force in every single major buying decision. A buyer who trusts a seller will, throughout the sales process, co-operate more, exert more effort, experience higher levels of satisfaction, answer questions more honestly, perceive a seller’s solution to be materially less risky. In short, every salesperson’s wish list!

Throughout this book, you’ll find strategies and insights to hardness the power of trust in every phase of the sales process. We’ll explore why trust has become increasingly scarce and therefore, more valuable. We’ll dissect common pitfalls that erode trust and provide actionable techniques to build it swiftly and effectively. From initial contact to closing the deal, the principles of R.E.A.L. Sales will guide you towards achieving extraordinary results.

By the end of this book, you’ll have a deeper understanding of the psychological and emotional dynamics that drive buying decisions in large organisations and be equipped with the tools to turn that understanding into consistent success.

Get ready to transform your approach and, by harnessing the power of trust, close more deals, more quickly than ever before.

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