How Your Prospect is Taking Advantage of You

<p>The unfortunate truth is that your prospects, even those that reached out to you first and seemed to be very enthusiastic, are taking advantage of you. It doesn’t mean that they’re bad people, it’s just the way they were taught to buy by countless generations of bad sellers and their slimy tactics. It’s time we sellers correct this situation. </p><p>In this episode of the No BS Sales School podcast, Walker talks about the buyer’s process, how it was designed to overly favor the customer, and why nobody wins in the end — not even the buyer who screwed you over.</p><p> </p><p><strong>HIGHLIGHTS</strong></p><ul><li>Stop selling the old way! </li><li>Most people reaching out won't buy from you </li><li>Explaining the buyer's 4-step process</li><li>Don't let yourself be used as leverage in a bidding war </li></ul><p> </p><p><strong>QUOTES</strong></p><p><i><strong>Walker on why the old way of selling doesn't work anymore:</strong></i> "Something crazy like 92% of the people that reached out to a B2B organization for information about a product bought nothing in 2019. That's a lot of freaking giving information for free."</p><p><i><strong>Walker on the outcome of the buyer's process:</strong> </i>"Who wins in this situation? Certainly not you. How about the incumbent that maybe kept the deal but had to cut all the margin out of it? I don't think so, [they] just corrupted the marketplace. How about the buyer, your prospect? Did he win? Probably not, because he didn't get what he thought he was getting because nobody can deliver that at that low price."</p><p> </p><p>Where to find <strong>Walker</strong>:</p><ul><li><a href="https://www.linkedin.com/in/walkermckay/">LinkedIn</a></li><li><a href="https://twitter.com/walkermckay">Twitter</a></li><li><a href="https://www.instagram.com/nobssalesschool/">Instagram</a></li><li><a href="http://www.7salesmistakes.com/">Free training course</a></li><li><a href="https://www.walkermckay.com/">www.walkermckay.com</a></li></ul>