In this lesson's episode, discover why traditional sales methods like Bant fail to uncover

real buyer needs. Learn how reframing questions creates deeper conversations, understand the role

of tonality and building trust, and explore why connecting to human motivations, shorten sales

cycles, and drives meaningful results.

If you think about everyone you're selling to at the end of the day, they're all humans.

They're all worried about keeping their job and pressing their boss, getting a bonus, getting a raise, getting a promotion.

And anything they're buying from you, in theory, can accomplish that to some degree so how do you

tie back into what they care about and also it's interesting when i when i was in sales we weren't

we were we kind of at a surface level knew that if you actually solved the the person problems

you they would champion you to solve the company problems.

But to shorten the sales cycle,

it was always about finding intent.

So it was always about finding somebody

that was already looking for your solution

as opposed to going in cold.

I've never heard of using like a human connection

to shorten a sales cycle, which

makes it makes a ton of sense when you think about it like that. Because we were always told just

like if you focus on properly qualifying the leads. God. But you're laughing. Don't tell me they

tell you Bant. Yes. Oh God. So here's my problem because they try to teach me Bant when I got into B2B, and I'm like, I guess so many holes through that. I'm like, you're asking them what their budget is in the first five minutes of a conversation before they even know what the real problems are. How they know what their budget is for some things they don't even know what needs to be solved. Like you're you're really suggesting that these prospects understand what their real problems are

when you first start talking to them.

Unlikely.

...