About this episode

Ted Olson discusses the psychological factors influencing buyer decisions and why hesitation often has nothing to do with price.

Most sales conversations assume buyers make rational decisions. Ted Olson argues that's exactly why so many deals stall. Ted Olson is a sales strategist who helps founders, consultants, coaches, and sales teams use behavioral science to improve how buyers make decisions. He is the author of Feel Good About Selling and the upcoming book, Distinct, where he explores what happens between a buyer saying, "This makes sense," and actually saying, "Yes." In this episode, Ted and Mark challenge one of sales' biggest assumptions: why buyers hesitate. Is it fear or a lack of confidence? Their lively debate uncovers what really drives buying decisions and how sellers can help buyers confidently say yes. Why you have to check out today's podcast: Learn why buyers hesitate and why it often has nothing to do with your price. Discover how great salespeople build buyer confidence instead of pushing harder to close. Understand what "We'll think about it" really means so you can reduce hesitation before objections show up. "Indecision is fear-based. Status quo is fear-based. If you can address that fear, you can double your close rates." – Ted Olson Topics Covered: 02:05 – Are Buyers Rational? The…

People in this episode

Host: Mark Stiving, Ph.D.

Guest: Ted Olson

Topics covered

• buyer psychology
• sales strategy
• decision making
• behavioral science
• buyer confidence
• sales assumptions

Keywords

• buying decisions
• sales conversations
• fear-based indecision
• closing sales
• buyer hesitation

Mentioned in this episode

Books & works: Feel Good About Selling, Distinct

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