Dawn talks with Dr. Nancy Zare, a Certified Sales Trainer & Author. She helps her clients learn the right words and know the right approach to attract new businesses without appearing “sales-y.” Dawn and Dr. Nancy talk about sales, but in relation to people's buying styles, and their buyer personalities.
In this episode…
Who is Dr. Nancy Zare and whom does she serve? (00:48)
What buyer types have you discovered, and how would you describe them?(01:15)
Are buyer types consistent across products, or can someone be an innovator for tech but a late adopter for something like cars?(02:50)
From a business perspective, should we analyze whether our product appeals more to the social, personal, or business side, even in B2C versus B2B scenarios?. (5:08)
How can business owners identify their own style?(6:22)
How does lead time to purchase impact our approach—like a quick coffee buy versus a multi-year decision for an MRI machine—and should we adjust our style accordingly?. (8:30)
How do value-based and features-based sales approaches align with buyer styles and cycles? (10:11)
Do guarantees or comfort measures appeal to all buyer types, and how can small businesses use them to boost confidence? (16:20)
Should we tweak social media marketing to appeal to the values of different buyer types instead of just focusing on the traditional know, like, trust model? (25:01)
How can smaller businesses adjust to larger market forces, like big brands shifting their messaging, and still effectively meet buyer needs and align with sales styles without the same budget for influencing consumer behavior? (36:50)
Dr. Nancy Zare’s Information.
Website: https://nancyzare.com/
LinkedIn: https://www.linkedin.com/in/nancyzare/
Facebook: https://www.facebook.com/nancy.zare
Instagram: https://www.instagram.com/drnancyzare/
YouTube: https://www.youtube.com/@thewellnesswiz/featured
Twitter/X: https:/
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