Getting Buyers to Follow Your Journey By Understanding Theirs - Amy Hrehovcik, Sales Coach
Summary
Amy Hrehovcik is a sales coach with 15 years of experience in the technology sector, where she championed the buyer experience, optimized go-to-market strategies, and led teams towards unprecedented growth.
Amy has a proven track record of successfully building and launching sales enablement programs and she is an expert in designing and implementing sales processes and training programs.
She is the co-creator of the Buyer Experience Bootcamp with Andy Paul, teaching reps how to lean into the pillars of Connection, Curiosity, Understanding, and Generosity When Amy was in a full time AE role, she boasted win rates of 75% through some of these tactics.
This episode, we really dig into how Amy communications her intentions to buyers to help guide them along their buying journey. We want buyers to follow our agenda but how do we communicate that without sounding self serving? Amy breaks it down in this episode!
Key moments:
03:20 - Stand out by silencing your own agenda. How to practice connecting.
09:02 - The four pillars of "Sell without selling out"
10:59 - How Amy sets her agenda with her buyers.
14:50 - Creating a safe space for the buyer
22:04 - the three things that every rep must account for in a sale.
25:00 - Gartner's study on the top factors clients have in vendor selction
34:10 - How to shift response in conversation to really listen to understand your buyer
39:00 - Who does this well in Amy's life
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