Ryan Reilly is the Director of Business Development at Sandler, a world leader in innovative sales, leadership, and management training. As a former educator, vocational counselor, behavior consultant, and sales manager, he works with clients to help them achieve their goals. Before Sandler, Ryan was the Director of Sales and Operations at Young Equipment Solutions, Inc.

In this episode:

The sales system has been tarnished by the idea of the snake oil salesman, creating distrust between buyers and sellers. With a targeted sales process, you can rebuild rapport with your prospects. So how can you identify customers’ needs and decision-making processes?

According to business development and sales specialist Ryan Reilly, the three types of buyers are the motivated and unmotivated — each comprising 20% of your prospect pool — and the moveable middle. These customers have a process involving initial motivation, commitment avoidance, and final decision-making. Rather than following the traditional sales process of a needs analysis and proposal, Ryan says to establish a bond following the needs analysis by discussing the buyer’s interests, problems, budget, and other concerns to present a solution that aligns with their process.

Tune in to this episode of the Systems Simplified podcast as Adi Klevit hosts Ryan Reilly, the Director of Business Development at Sandler, who shares insights into the sales and buying processes. Ryan explains how to target various buyers, the best practices for follow-ups, and how to align the sales and buying processes to close a deal.