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Podcast: The Logistics of Logistics
Episode: The Number One Reason Why People Buy with Steve Elwell
Description: [01:17] What is the number one reason people buy? A study on a huge sample size discovered that 38% of the sale is attributable to the salesperson; their behavior, expertise, and ability to provide a solution. [02:09] Talk a little about buying behavior before going further. The customer controls the sale. They're going to buy or not buy based on a few things. These include the perception of risk to themselves and their organization, and the perception of potential gain to themselves and their organization. [03:29] What is it about a salesperson that makes a buyer want to work...