.png){kind=logo}
The best salespeople in 2025 aren’t pushy, they’re patient. Christina Brady (CEO, Luster) showed exactly how this mindset shift pays off during our Sales Symphony webinar, turning a cold inbound into a closed deal - without a single live call.
Here’s how she did it:
- Offered content options (video walkthrough, case study or live demo)
- Sent pricing and ROI content early
- Let the buyer decide how they wanted to engage
Two weeks later, the deal was signed.
“She adapted to the buyer’s curiosity and made it easy to say yes,”
This approach is about more than just convenience, it’s about respecting the buyer’s autonomy. That’s what builds trust.
Try these steps in your next sales cycle:
- Ask: “Where’s your curiosity right now?”
- Offer a menu of formats - video, PDFs, ROI calculators
- Send pricing when trust is high, not just at the end
- Let your Digital Sales Room do the selling
Instead of dragging buyers through a fixed funnel, meet them where they are. It’s not about giving up control - it’s about earning their confidence.
Rather than relying on long email threads or clunky attachments, switching to a Digital Sales Room, such as trumpet, reps can centralise content in one interactive Pod, offering buyers exactly what they need, in the format they prefer. And because everything’s tracked, you’ll know what resonates, what’s ignored, and when to follow up. It’s not just about flexibility - it’s about insight, timing, and letting curiosity guide the next step.
Final thoughts
Buyers are empowered, informed and increasingly allergic to being “sold to.” Letting them steer the journey isn’t weakness, it’s smart selling. If you want to earn attention and trust, start by asking where they want to go.
FAQ's
How do I give buyers more control without losing influence in the sales process?
Empowering your buyer doesn’t mean stepping back — it means being strategic. Offer curated content choices (e.g. demo, video walkthrough, ROI calculator) and use a Digital Sales Room to guide them through their own journey. This builds trust and keeps you informed through real-time engagement data.
Is sending pricing early a good idea? Won’t it scare buyers off?
Not if done with intent. As the blog outlines, pricing shared at the right trust point gives buyers autonomy and transparency. Frame it with value - include ROI context, social proof, or a personalised walkthrough. It’s about confidence, not coercion.
Can this approach work without live calls?
Yes. Some of the best sales journeys in 2025 happen asynchronously. The blog highlights a real example where the rep never jumped on a live call - she simply adapted to the buyer’s curiosity, delivered personalised content, and let the Digital Sales Room do the work.
Head to 03 Sales Symphony: Letting the buyer steer for the next key takeaway.
.png)
.png)
.png)
.png)
.png)
.png)
.png)
![How to Get Started with Buyer Enablement [With Examples]](https://cdn.prod.website-files.com/65cf4fecbed2754c2236665d/65cf4fecbed2754c22366bdb_65a5af83e742f76e34ce06f3_Customer%2520Onboarding%2520_%2520Everything%2520you%2520need%2520(2).png)
.svg)
