3 Things Customers Want To Hear - Sales Influence Podcast - SIP 603

<p>The "Sales Influence Podcast" hosted by <strong>Victor Antonio</strong>, focuses on key factors customers and investors consider before making a purchase or investment. Antonio draws on concepts from <strong>Matt Hannannah's</strong> book, <em>Consultative Selling</em>, to highlight a "new trinity" of questions that buyers want answered: <strong>how much</strong> the investment will cost (including money, time, and effort), <strong>how fast</strong> they will see a return of capital (the break-even point), and <strong>how often</strong> they will see a return on capital (the resulting profit). The podcast emphasizes the need for sales professionals to quantify this value to assist their "champions" in securing internal buy-in, offering a concrete example of calculating investment costs, break-even time, and long-term profit for an enterprise software solution. </p>