Moving a Buyer from Interest to Intent
Update: 2025-08-12
Description
In this episode, Antonella O’Day joins Rachel to discuss best practices on managing the transition of prospects from initial interest to buying intent. Over the course of the conversation, Antonella touches on the need for sellers to approach early sales calls with a mindset of curiosity, shares strategies for testing a prospect’s intent in order to qualify deals early on, advises reps to make use of mutual action plans (MAPs) to build consensus and trust, and supplies questions to help reps gauge progress.
Here are some additional resources:
Visit Ascender, a platform designed solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content every day with insights to help you level up in your sales career.
Check out the platform here: https://my.ascender.co/Ascender/
Subscribe here: https://my.ascender.co/Ascender/PlanComparison
Here are some additional resources:
- Get MEDDICC Certified on Ascender!
- Creating a Compelling Business Case | Ascender Course
- Moving Buyers to Action | Ascender Article
- How to Convince Your Customer to Take Action in Your Sales Process | Ascender Article
- Helping Customers Persuade Themselves | Ascender Video
- How Do I Get My Customer to See the Importance of My Differentiation? | Ascender Video
- How to Uncover Buyer Needs | Podcast
- Aligning with Corporate Initiatives | Podcast
- Developing Mutual Action Plans | Podcast
Visit Ascender, a platform designed solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content every day with insights to help you level up in your sales career.
Check out the platform here: https://my.ascender.co/Ascender/
Subscribe here: https://my.ascender.co/Ascender/PlanComparison
Comments
In Channel
Download from Google Play
Download from App Store
United States00:00
00:00
x
