December 6, 2024 - Ascender Insights: Selling to Experienced Buyers [Event Recap]

Joe Huber · December 9

Antonella O'Day joined us to help you identify, gain access, and better sell to experienced buyers. This was a really interactive group with lots of questions! If you have questions to follow up with, please leave them in the comments and we'll work with Antonella to get you answers.

Level-setting on what we mean by Experienced Buyers
Highlighting who can be considered experienced during the buying process
- Focusing in on two buyer personas
Ways you can identify experienced buyers
- Signs to look for
- Questions to ask
How to gain access to these levels of buyers
- Oftentimes, these experienced buyers are at a higher level within an organization
- Tips on how to permeate your account and avoid becoming single-threaded
Creating meaningful conversations
- Digging into their business problems
- Tying ourselves to positive business outcomes
Getting them to "Yes"
- Focusing on the process and avoiding "event" thinking

Statistic Cited by Antonella about referrals
- "91% of customers say they'd give referrals, but only 11% of salespeople ask for referrals. An overwhelming majority of satisfied customers would refer your product or service – if you ask them to do so. The problem, however, is that only a fraction of salespeople bother to ask for referrals."