#162: Carole Mahoney - Coaching Sellers For Effective Conversations With Potential Buyers

In this episode of Scale Your Sales Podcast, I speak to the author of the upcoming book Buyer First, Carole Mahoney. This book is geared at entrepreneurs and solo sellers along with the sales team.   Carole Mahoney discusses how buyer behaviour has changed, why salespeople still don't understand the buyer's perspective, and how we should listen to and understand what customers actually want to hear from their sales representatives.   Carole Mahoney has been called the “Sales Therapist” by a Harvard Business School professor where she coaches on sales for their Entrepreneurial MBA program. Carole  is also the President of the AA-ISP Boston Chapter, been named as a top sales influencer by LinkedIn and Sales Hacker, and voted a top sales coach by Ambition. Welcome to Scale Your Sales Podcast, Carole Mahoney. Timestamps:   00:00 - Coaching Sellers For Effective Conversations With Potential Buyers   02:54 - Getting to know Buyer First and the Author   07:03 - The Wee-wee Factor   10:00 - What Buyers Would Want to Know   14:03 - Neuroscience of Buying   22:09 - The Importance of Selling and Buying   https://www.linkedin.com/in/carolemahoney/   Janice B Gordon is the award-winning Customer Growth Expert and founder of Scale Your Sales Framework. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.   Book Janice to speak virtually at your next event https://janicebgordon.com   LinkedIn: https://www.linkedin.com/in/janice-b-gordon   Twitter: https://twitter.com/JaniceBGordon   Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast   More on the blog https://scaleyoursales.co.uk/blog   Instagram: https://www.instagram.com/janicebgordon   Facebook: https://www.facebook.com/ScaleYourSalesJBG