Chad Lingafelt chats with Brad McDonald, Operations Director at Sandler Systems, Inc. and author of the book The Art and Skill of Sales Psychology: Why Buyers and Sellers Do What They Do.

Brad joins us from Norfolk, Virginia where he shares his experience with a military upbringing that brought him to his current passion of sales. On this episode we talk about how to have a great sales strategy

Brad shares the mental challenges that sales people face in their sales careers. We talk about the 3 types of sales.

1. Transformational - Long Term

2. Transactional - Short Term

3. Informational - Resources

We talk about Buyers fears and apprehensions and how to set expectations upfront by addressing a “no”.

This is a great conversation for anyone that has ever struggled with closing a deal or needs a new sales process.

Connect with Brad McDonald

Buy The Art and Skill of Sales Psychology: Why Buyers and Sellers Do What They Do... https://www.amazon.com/dp/0578467275ref=cm_sw_r_tw_dp_ZFBT15D9RNB8QNE3HNKA?_encoding=UTF8&psc=1