A sales-training excerpt by Kevin 'KD' Dorsey arguing that many salespeople don't use the products they sell and therefore fail to understand the buyer's experience. The speaker emphasizes that sellers must design a buying process that addresses buyers' priorities—self-interest, security, and accountability—and help buyers navigate approvals and internal stakeholders to complete purchases.
Most salespeople don't even use the software they sell. Let that sink in for one second. Unless you're at a gong or an outreach or a sales loft. Like, a lot of sales reps don't even use the software that they sell, which means you don't understand what it's like to buy. And it makes it very hard to build a buying process because you don't know how to buy it. Right. Buyers care about themselves, their security, and their responsibility results. And you need to build a process accordingly. It always cracks me up. I talk about this my own team, and it happens to me all the time. It's like you don't know what it's like to buy. Like, sales reps never sit through demos. Sales reps never go get approval from finance to buy something. They never have to talk to the cfo. Like, you never go through the process. And so a lot of calls end the wrong way because we're not thinking about what the buyer is about to go through. And that's what this process is a lot about, is how to help the buyer buy.
#shorts THE POWER OF RECOGNITION: How Do You Empower People with Zoe Hartsfield
