Episode #056: What Your Customers Think About Change with Marcia Reynolds
In This Episode of The Buyer’s Mind with Jeff Shore:
Dr. Marcia Reynolds and Jeff talk about the difficulty of change. Buying something new means something is changing in our customer’s life. However, some people welcome change and others find it difficult. The role of the sales professional as a trusted counselor is what can make the difference in helping with the idea of change.
So many people avoid what makes them uncomfortable, and so then you’re missing opportunities. #buyersmind #sales
Topics we’re going to cover on today’s podcast:
[3:57] Quote of the Day
[5:30] Sales Tip of the Day
[8:32] Why is change so hard for some people
[12:18] Assuming people are just like you
[16:08] Understanding why some people are scared
[22:07] How important is trust when challenging someone’s belief’s
[34:34] Motivational Summary
More about our guest Marcia Reynolds:
Dr. Marcia Reynolds, Master Certified Coach, is fascinated by the brain and what it takes to create powerful connections and conversations. She has worked in 36 countries, reaching thousands of people worldwide. Prior to starting her own business, she worked as an International Sales Training Manager for a global computer firm and then helped to take a semiconductor company from near bankruptcy to the top IPO in 1993. Global Gurus 2017 ranked her in the top 5 coaches in the world. Interviews and excerpts from Marcia’s best-selling books Outsmart Your Brain and The Discomfort Zone: How to Turn Difficult Conversations into Breakthroughs have appeared in many places including Fast Company, Psychology Today, and The Wall Street Journal.