{"id":10077,"date":"2018-04-10T09:27:55","date_gmt":"2018-04-10T09:27:55","guid":{"rendered":"https:\/\/sandler.dsstaging2.com\/case-study\/why-people-buy\/"},"modified":"2023-10-26T16:56:39","modified_gmt":"2023-10-26T16:56:39","slug":"why-people-buy","status":"publish","type":"post","link":"https:\/\/sandler.com\/sandler-books\/why-people-buy\/","title":{"rendered":"Why People Buy"},"content":{"rendered":"\r\n<div id=\"ez-toc-container\" class=\"ez-toc-v2_0_79_2 counter-hierarchy ez-toc-counter ez-toc-custom ez-toc-container-direction\">\n<div class=\"ez-toc-title-container\">\n<p class=\"ez-toc-title\" style=\"cursor:inherit\">Table of Contents<\/p>\n<span class=\"ez-toc-title-toggle\"><a href=\"#\" class=\"ez-toc-pull-right ez-toc-btn ez-toc-btn-xs ez-toc-btn-default ez-toc-toggle\" aria-label=\"Toggle Table of Content\"><span class=\"ez-toc-js-icon-con\"><span class=\"\"><span class=\"eztoc-hide\" style=\"display:none;\">Toggle<\/span><span class=\"ez-toc-icon-toggle-span\"><svg style=\"fill: #999;color:#999\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" class=\"list-377408\" width=\"20px\" height=\"20px\" viewBox=\"0 0 24 24\" fill=\"none\"><path d=\"M6 6H4v2h2V6zm14 0H8v2h12V6zM4 11h2v2H4v-2zm16 0H8v2h12v-2zM4 16h2v2H4v-2zm16 0H8v2h12v-2z\" fill=\"currentColor\"><\/path><\/svg><svg style=\"fill: #999;color:#999\" class=\"arrow-unsorted-368013\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"10px\" height=\"10px\" viewBox=\"0 0 24 24\" version=\"1.2\" baseProfile=\"tiny\"><path d=\"M18.2 9.3l-6.2-6.3-6.2 6.3c-.2.2-.3.4-.3.7s.1.5.3.7c.2.2.4.3.7.3h11c.3 0 .5-.1.7-.3.2-.2.3-.5.3-.7s-.1-.5-.3-.7zM5.8 14.7l6.2 6.3 6.2-6.3c.2-.2.3-.5.3-.7s-.1-.5-.3-.7c-.2-.2-.4-.3-.7-.3h-11c-.3 0-.5.1-.7.3-.2.2-.3.5-.3.7s.1.5.3.7z\"\/><\/svg><\/span><\/span><\/span><\/a><\/span><\/div>\n<nav><ul class='ez-toc-list ez-toc-list-level-1 ' ><li class='ez-toc-page-1 ez-toc-heading-level-1'><a class=\"ez-toc-link ez-toc-heading-1\" href=\"https:\/\/sandler.com\/sandler-books\/why-people-buy\/#Why_People_Buy\" >Why People Buy<\/a><ul class='ez-toc-list-level-2' ><li class='ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-2\" href=\"https:\/\/sandler.com\/sandler-books\/why-people-buy\/#BUY_THE_BOOK\" >BUY THE BOOK<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-3\" href=\"https:\/\/sandler.com\/sandler-books\/why-people-buy\/#GRAB_YOUR_FREE_SAMPLE_CHAPTER\" >GRAB YOUR FREE SAMPLE CHAPTER<\/a><\/li><\/ul><\/li><\/ul><\/nav><\/div>\n<h1><span class=\"ez-toc-section\" id=\"Why_People_Buy\"><\/span>Why People Buy<span class=\"ez-toc-section-end\"><\/span><\/h1>\r\n<p>How to give people what they need so they want to buy from you.<\/p>\r\n<p><strong>Relevant to all salespeople from every industry and channel<\/strong><\/p>\r\n<p>Whether you&#8217;re new to Sandler concepts or a Sandler expert, there&#8217;s no better time to learn effective prospecting, qualifying, and selling strategies.<\/p>\r\n<p>&nbsp;<\/p>\r\n<p><strong>Greg Nanigian<\/strong><\/p>\r\n<p>Greg Nanigian plays an important role in Sandler\u2019s worldwide organization, and is recognized internationally as a business development expert specializing in executive sales consulting and sales productivity training. A dynamic, enthusiastic speaker certified in the proprietary selling system developed by David H. Sandler, he informs, entertains, and motivates leadership and rank-and-file sales teams to achieve their full potential.<\/p>\r\n<p><strong><a href=\"https:\/\/www.linkedin.com\/company\/sandler-training-boston---greg-nanigian-and-associates-inc-\/\" target=\"_blank\" rel=\"noopener noreferrer\">LinkedIn<\/a><\/strong><\/p>\r\n<blockquote>\r\n<p><strong>Uncover what really drives sales.<\/strong><\/p>\r\n<p>&#8220;As a veteran of several sales training systems, I have found the Sandler method superior to all. My year-long training under the tutelage of Greg Nanigian paid for itself in just a few months. I found that the foundation of honesty and openness that underlies the Sandler philosophy resonated with me and was much easier to implement than, say, a program that promises one hundred ways to counter an objection. Just when I thought that I had remembered all the training I received from Greg, this book arrived and served as an invaluable reminder of how much I\u2019d actually forgotten. Greg managed to distill the essence of the entire Sandler method in this short book. Whether sales is your title and profession, or you just occasionally interact with a prospect or customer, there are two things you should do: Enroll in Sandler training, and buy this book.&#8221;<\/p>\r\n<h5>Mark Spencer, President | Water Analytics, Inc.<\/h5>\r\n<\/blockquote>\r\n<p>Uncover what really drives sales as you interact with prospects.<\/p>\r\n<ul>\r\n<li>Why ineffective, &#8220;traditional&#8221; selling processes don&#8217;t turn conversations into closing contracts.<\/li>\r\n<li>How to use &#8220;pain&#8221; to save valuable time by disqualifying prospects who aren\u2019t going to buy.<\/li>\r\n<li>Why presenting features, benefits, and free consulting early in the discussion can leave the customer in control of the relationship.<\/li>\r\n<\/ul>\r\n<p>&nbsp;<\/p>\r\n<h2><span class=\"ez-toc-section\" id=\"BUY_THE_BOOK\"><\/span><a href=\"https:\/\/www.amazon.com\/gp\/product\/0692904530\" target=\"_blank\" rel=\"noopener\"><strong>BUY THE BOOK<\/strong><\/a><span class=\"ez-toc-section-end\"><\/span><\/h2>\r\n<p>Learn the secret of what really drives sales \u2013 and how to give people what they need so they want to buy from you.<\/p>\r\n<p>&nbsp;<\/p>\r\n<h2><span class=\"ez-toc-section\" id=\"GRAB_YOUR_FREE_SAMPLE_CHAPTER\"><\/span><strong>GRAB YOUR FREE SAMPLE CHAPTER<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h2>\r\n<p>Uncover what really drives sales.<\/p>\r\n<p><em>We will email you instructions on how to access your content and other important information.<\/em><\/p>\r\n<script charset=\"utf-8\" type=\"text\/javascript\" src=\"\/\/js.hsforms.net\/forms\/embed\/v2.js\"><\/script>\r\n<script>\r\n  hbspt.forms.create({\r\n    region: \"na1\",\r\n    portalId: \"21604003\",\r\n    formId: \"2d5bcdd9-69d2-47fa-bed5-5457e7bf3cce\"\r\n  });\r\n<\/script>","protected":false},"excerpt":{"rendered":"<p>Uncover what really drives sales as you interact with prospects.<\/p>\n","protected":false},"author":75,"featured_media":10078,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"content-type":"","inline_featured_image":false,"footnotes":""},"categories":[1045],"tags":[1482,1079,1024,1028],"class_list":["post-10077","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-sandler-books","tag-book","tag-pain","tag-sales","tag-sandler-methodology"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.6 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Why People Buy Book by Greg Nanigian | Sales | Sandler Training<\/title>\n<meta name=\"description\" content=\"Download a free chapter or get the book by Greg Nanigian to learn why people buy and how to give them what they need to buy from you!\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, 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