Video Interview Series: How Buying Works

In this video interview series, Jim Bacharach, Vice President of Brand Strategy & Communications at John Hancock, shares insight into five essential elements of the buying process.

You’ll gain a buyer’s perspective on:

• Good pitches vs. bad pitches
• Mistakes to avoid when pitching your services
• Tips on getting and conducting initial meetings
• Building rapport in a meaningful way
• How to make your presentations memorable

This kit includes five concise video interviews, as well as MP3 audio recordings and transcripts of the interviews.

Here's a sample of the videos you get in this kit:

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In their excitement to speak and meet with prospective buyers, sellers often put selling and themselves first—focusing on their services, processes, and methods.

But that isn’t the best way to win new business.

Buyers report that they frequently dismiss sellers who don't listen and don't understand their needs. In other words, if you want to succeed in sales, you must have a clear understanding of how and why people buy.

To help you gain a buyer’s perspective, we went right to the source—Jim Bacharach, Vice President of Brand Strategy & Communications at John Hancock.

Jim is a buyer of a wide range of marketing and creative professional services. In this five-video, multimedia resource, he takes a detailed look at some of the key elements that influence his buying decisions. It’s engaging, relevant, and actionable advice that you can put to work in your sales efforts right away.

Here’s a rundown of what you’ll learn:

• A Tale of Two Pitches   
  Jim breaks down two cold calls. One was a hit, the other a dud. You’ll learn what made the difference.
• Four Mistakes to Avoid When Pitching
  If you want a potential buyer to even consider working with you, stay away from these costly mistakes.
• Tips on Getting & Conducting Initial Meetings 
  The first meeting with a prospect is often the most important. Jim explains some of the keys to making that meeting a success.
• Building Rapport
  Building rapport is one of the most fundamental elements of sales but, as Jim says, “a good joke [or] a reference to the Red Sox” won’t get the job done. Learn what you can do to develop genuine rapport with your prospect and get down to business.
• Presentations: Be Relevant & Concise   
  You won’t go anywhere without an effective sales presentation. Learn how to give clear, engaging, and impactful presentations that will lead to next steps and more opportunities.

Throughout these videos, Jim tells you exactly what he looks for throughout the buying process, conveying valuable, first-hand information that will give you an inside track as you plan and execute your sales strategy.

Download How Buying Works today.