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UID:10002295-1795086000-1795089000@members.salesassembly.com
SUMMARY:Discovering Buyer Motivation
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Jon Rydberg for Discovering Buyer Motivation\, part of the Qualification certification. \n\n\n\nThis module equips sellers with strategies to uncover what is driving a buyer’s interest and urgency. Participants learn how to explore emotional motivators\, internal pressures\, and business goals. Includes motivational frameworks that support value-based selling and opportunity prioritization. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nPain\, gain\, risk: find which lever is driving the deal\, then quantify it.\n\n\n\nQuestions for each lever: know what to ask when something is broken\, when there’s upside to capture\, or when a deadline looms.\n\n\n\nInterest is not intent: trust what the buyer has done over how the call felt.\n\n\n\nTest your champion: ask them to get you the economic buyer meeting.\n\n\n\nTie it to a top-three priority: a nice-to-have gets deprioritized and ends in discounting.\n\n\n\nA learner takeaway guide with two exercises for that week and ready-to-use AI prompts.\n\n\n\n\nFROM A PREVIOUS SESSION \n\n\n\n152 attended ◦ 4.49/5 average rating \n\n\n\n“Will have my Revops team take this advice and make changes to our sales process/SFDC to track these things across the opps consistently.” Account Director \n\n\n\nWatch a clip from the last session \n\n\n\nADDITIONAL INFO TO KNOW \n\n\n\nThis program was built in collaboration with one of our Executives-in-Residence. To earn the certification\, complete all required live programs (in any order) and be live on Zoom for at least 40 minutes of each. The program is open to all employees of Sales Assembly member companies who are logged in to their account (for help\, email support@salesassembly.com)\, and all registrants comply with our Terms and Conditions.
URL:https://members.salesassembly.com/member-event/discovering-buyer-motivation-3/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2025/09/Qualification_-Discovering-Buyer-Motivation.png
LOCATION:https://members.salesassembly.com/member-event/discovering-buyer-motivation-3/
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DTSTART;TZID=America/Chicago:20261119T120000
DTEND;TZID=America/Chicago:20261119T125000
DTSTAMP:20261021T134231Z
CREATED:20250923T121908Z
LAST-MODIFIED:20261021T134231Z
UID:10002298-1795089600-1795092600@members.salesassembly.com
SUMMARY:Disqualification with Confidence
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Jon Rydberg for Disqualification with Confidence\, part of the Qualification certification. \n\n\n\nSellers learn when and how to exit deals that are unlikely to convert. Includes language for professional disengagement\, how to preserve future opportunity\, and how to free up time to focus on high-probability prospects. Helps reps gain confidence in saying no\, while maintaining credibility and respect. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nOpinion vs. evidence: score deals on what the buyer has done\, not what they said.\n\n\n\nDisqualifying is a skill: qualifying out protects the time that wins your real deals.\n\n\n\nFour failure points: no economic buyer access\, a coach instead of a champion\, pain without a number\, and silence.\n\n\n\nPain without a number is just a complaint: quantify the cost of doing nothing and tie it to a deadline.\n\n\n\nThe force-clarity talk: five steps to drive a stalled deal to a clean yes or no.\n\n\n\nA learner takeaway guide with two exercises for that week and ready-to-use AI prompts.\n\n\n\n\nFROM A PREVIOUS SESSION \n\n\n\n102 attended ◦ 4.56/5 average rating \n\n\n\n“I liked the “forcing clarity” section. Good\, practical advice for finding out where things stand.” Territory Sales Representative \n\n\n\nWatch a clip from the last session \n\n\n\nADDITIONAL INFO TO KNOW \n\n\n\nThis program was built in collaboration with one of our Executives-in-Residence. To earn the certification\, complete all required live programs (in any order) and be live on Zoom for at least 40 minutes of each. The program is open to all employees of Sales Assembly member companies who are logged in to their account (for help\, email support@salesassembly.com)\, and all registrants comply with our Terms and Conditions.
URL:https://members.salesassembly.com/member-event/disqualification-with-confidence-3/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2025/09/Qualification_-Disqualification-with-Confidence.png
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