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Podcast: Real Relationships Real Revenue - Audio Edition | Invest in Relationships to Build Your Business and Your Career
Episode: Closing Deals by Understanding the Major Steps of the Perfect Buy-in Process
Description: There is an optimal order for how we like to buy. Step one is listening and learning. Break the ice, then quickly flip the conversation to the other person. As a buyer, you want to feel heard, and like the person on the other side of the table, understand the unique needs in your situation. You want to avoid beginning by talking about yourself because that triggers the fight-or-flight response most people have when being sold to. Step two is create curiosity. Find a way to be helpful that creates curiosity...