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<p>Victor Antonio explains that there are <strong>three distinct types of buyers</strong> a salesperson will encounter, and each requires a <strong>different sales approach</strong>. The first type is the <strong>unaware customer</strong>, who needs to be made aware of a problem they are experiencing. The second type is <strong>aware but apathetic</strong>, necessitating a shift in the sales conversation to emphasize <strong>pain points and urgency</strong> to make them care about the issue. Finally, the third type of buyer is <strong>aware and cares but is scared</strong> of the risk involved, so the salesperson's job is to <strong>mitigate anxiety and increase certainty</strong> to facilitate the purchase.</p>