Why People Buy
The real reason features and benefits selling doesn't work.
Uncover what really drives sales
Why ineffective, "traditional" selling processes don't turn conversations into closing contracts.
How to use "pain" to save valuable time by disqualifying prospects who aren't going to buy.
Why presenting features, benefits, and free consulting early in the discussion can leave the customer in control of the relationship.
How do you identify the deep-seated emotional need capable of compelling somebody to buy something?
Many salespeople struggle with this question. To learn how to do this more quickly and effectively, and without missing a beat, download this free sample chapter from Greg Nanigian's breakthrough book Why People Buy.
About the Author
GREG NANIGIAN plays an important role in Sandler’s worldwide organization, and is recognized internationally as a business development expert specializing in executive sales consulting and sales productivity training. A dynamic, enthusiastic speaker certified in the proprietary selling system developed by David H. Sandler, he informs, entertains, and motivates leadership and rank-and-file sales teams to achieve their full potential.