O TYM ODCINKU
Some sales are hard because the competition is strong. Others, because of budget issues. But sometimes, the buyer just doesn’t know he has a problem. That means the salesperson has to help someone notice what has been ignored, understand why it matters, and decide that taking action now is better than putting it off again. That’s pressure!
In this episode of Purpose Under Pressure, host Bryan Lefelhoc, founder of Bryan Media Strategies, talks with Tyler Roberts, VP of A-Gas, about selling in exactly that kind of environment. In many cases, the challenge is helping people see why the service matters at all, especially when time is short, habits are established, and the extra step can feel easy to skip.
Then, when the need is shown, comes the competition. In a commodity-driven market, where price can easily dominate the conversation, teams that can become a strategic partner instead of just another vendor win in the long term. It is a strong conversation about sales, timing, education, and the challenge of creating urgency when the need is real but not always obvious to the buyer.
Purpose Under Pressure is brought to you in partnership with Sandler by the Ruby Group, serving sales professionals and sales organizations nationwide from their locations in Akron and Columbus, Ohio, in Capital Region, New York, and in Jacksonville, Florida
Key Takeaways:
-Education is often the first step in creating urgency with buyers.
-Economic incentives usually motivate action faster than mission alone.
-Selling only on price is a losing strategy in a commodity market.
-Strategic partnerships help customers prepare for future industry changes.
-Good sales techniques help customers recognize problems before they become bigger ones.
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Helpful Links:
Tyler Roberts, Commercial VP, A-Gas: https://www.agas.com/
Sandler by the Ruby Group: https://go.sandler.com/therubygroup/
Bryan Lefelhoc, Owner, Bryan Media Strategies: https://www.bryanmediastrategies.com/
