[667] Are You Letting The Buyer Drive? with Dr. Sterling Bone from Utah State University

Are there specific tools or techniques salespeople can use to help buyers feel more comfortable and in control during the buying process? What role do open-ended questions play in your sales approach?

When buyers feel heard and understood, it builds trust and makes them more comfortable with the sales process. Be open and honest about your offerings, pricing, and any limitations. Transparency builds trust and reduces the feeling of being "sold to".

In this episode, Dr. Sterling Bone from Utah State University and I talk about salespeople letting the buyer drive.

Learn more about persuasion, transparency, balancing art and science in sales, flexible sales systems and processes, and a lot more.

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Sterling's Bio
Sterling A. Bone is a Professor of Marketing and the Executive Director of Huntsman ProSales at the Jon M. Huntsman School of Business at Utah State University. From his background in residential and commercial real estate sales, Dr. Bone has authored multiple books and has developed sales training curriculum, industry certifications and partnerships that have helped prepare thousands of students to launch from his classes into careers in professional selling and sales leadership. The Huntsman ProSales program that he founded in 2015 is recognized as a top sales program nationally.

Sterling's Links
https://huntsman.usu.edu/directory/bone-sterling
https://www.linkedin.com/in/sterlingbone