Conversation about why sellers' intentions often don't match buyers' perceptions: sales organizations train sellers to talk about the company first, focus on closing deals, and sellers' fears lead to self-focused, scripted behaviors that buyers find manipulative or inauthentic, causing distrust.
Why do you think there's such a disconnect between what the sellers think they're doing and what the buyers are receiving?
The problem is, is that when you're hired into a sales.
Organization, usually the very first thing that they do is start teaching you about them.
And the buyer is an afterthought as to, oh, yeah, and this is a buyer that you're going to be selling.
To, and this is how you're going to pitch our products and services.
And so it becomes how they're trained. And so that's.
One of the reasons.
Why I think that that happens. But then also.
We'Re so focused on what's in it for us, we. We need to make the next sale. We need to make sure that we get that next client.
And in putting the focus on what.
We want and need.
We get wrapped.
Up in our own heads about what to say next.
Or the fear of being rejected.
Or the fear of not being seen as smart enough or good.
Enough in a certain way. And it causes behaviors that buyers find disconcerting, manipulative, not authentic, and they have.
A hard time trusting us.
