Let Buyers Buy the Way They Want To

Intel Brief

Sales reps should focus on making deals rather than controlling the buyer's environment, even if they are distracted or informal.

Zach Brown

Founder, Sales Pipeline Pros

Operator Note

"Challenge a prospect who takes a sales call without their shirt on"

Other than when I decide it’s a no-pants kind of day,

I haven’t delt with the half dressed thing

When someone takes a call from the gym or their car,

I do something crazy…

I take the call.

Why?

Some people think better when they’re out and about.

People are also busy.

Doens't mean they don't want the thing.

Let buyers buy the way they want to.

That’s what the saying “people like to buy, but hate to be sold” means.

Let me decide how to buy and I’m all about it,

make me defend irrelevant lifestyle choice stuff to you in an effort to control the frame,

and all of a sudden I’m feeling like I’m being sold to.

If a dude forgot his shirt but wants to buy (and is a good fit)…

I’ll do that deal.

Written by Zach Brown

1,100+ hires placed. 300 founders. Five years of reading people for a living. Need a sales hire?