This recording from the Value Pro Show features hosts Bruce Sheer and value sales expert Mike Wilkinson discussing the critical concept of being “buyer ready” for sales professionals. They emphasize that being truly prepared to engage with a potential customer involves more than just product knowledge; it requires a deep understanding of the buyer’s needs, objectives, and overall ecosystem. The conversation outlines a framework progressing from novice to mastery, highlighting the importance of building trust, conducting thorough research, and establishing personal connections. Ultimately, the episode advocates for taking responsibility to anticipate buyer needs and deliver value, leading to stronger client relationships and exceeded sales quotas.
