Episode #312: Projecting: Are You Deciding on Behalf of Your Buyer?

What questions do sales people answer for their buyers before they even ask them? Veteran sales trainers Bill Caskey and Bryan Neale share the challenges that come from seeing the world through your own eyes and not through the eyes of your buyer. They discuss strategies to help you avoid common pitfalls— projecting, justifying and deciding for your buyer without truly allowing them to tell you. In this episode of The Advanced Selling Podcast, Bill and Bryan will help you think about how to put yourself in the buyer’s shoes and how to collaborate with them to decide what’s most valuable. They will walk you through a few ways to do a self-inventory to ensure you’re not projecting on behalf of your buyer without even knowing it.