Join host Bruce Scheer and guest Andrew McMasters as they reveal the secrets to enhancing the buying experience through deep, intentional listening. In this episode, discover why mastering listening skills can set sales professionals apart and drive better business outcomes.

- Explore why buyers often value the experience over the product itself. - Discover how deep listening can help sales professionals differentiate themselves. - Learn about the impact of biases and solution-oriented listening on effective communication. - Understand how to engage with buyers by tapping into their core needs and emotions. - Gain insights on balancing speaking and listening to improve sales conversations.

00:00 ""Elevating the Buying Experience"" 05:10 Power of Effective Listening 07:22 ""Listening Beyond Preconceptions"" 12:30 Uncovering Hidden Buyer Needs 16:39 Optimal Conversation Balance in Sales 17:24 Empowering Listener During Demos 21:55 Compassion Melts Fearful Anger 24:42 ""Emotion vs. Logic in Decision-Making"" 30:08 ""Improv Techniques in Sales"" 32:15 ""The Power of Listening in Sales""