WHY PEOPLE SAY YES | Episode 3 with Meny Hoffman & Pinchus Shiff

This episode of Let’s Talk Business is sponsored by Flow Digital and Pipedrive.

Sales runs every business, and a proper CRM makes all the difference. Pipedrive is an easy-to-use CRM that helps teams stay organized, never miss follow-ups, and close more deals. Flow Digital, one of the top Pipedrive experts, helps businesses set it up the right way with smart automations and AI-powered workflows.

🎁 Special offer:
Start a free Pipedrive trial and get a free 45-minute CRM setup consultation at https://flow.digital/ltb

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Why do people actually buy… and why do so many “almost closed” deals fall apart at the last second?

In episode three of the Let’s Talk Business sales series, Meny Hoffman and Pinchus Shiff go straight into the psychology behind buying decisions.

This episode is not about scripts. It’s not about sounding smooth. It’s about understanding what actually triggers someone to say yes.

They break down the three core drivers behind every sale: problem, trust, and solution. Why most salespeople talk too much about features and not enough about real pain. Why sending proposals too early kills deals. And how to know when you’re being played… versus when a buyer is genuinely serious.

From enterprise mistakes to pricing objections to letting bad clients walk away, this conversation gets real about what separates activity from actual closing.

You’ll learn
👉 Why no one buys without a real problem
👉 How to know if trust has actually been built
👉 When to push for a decision and when to walk away
👉 Why some “yes” clients turn into nightmare clients
👉 How to stay in control of the sales process without manipulating

If you’ve ever felt like you did everything right and still lost the deal, this episode will change how you approach every sales conversation.

This is episode three of the sales series. Now we’re getting into the psychology.
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This podcast is brought to you by Ptex Group, a branding and marketing agency helping driven businesses create their next. Learn more about how Ptex Group can help you create your next at https://ptexgroup.com.

Learn more about our guest, Pinches Schiff, and Friday, the payroll platform that helps businesses run payroll simply, accurately, and on time. Learn more at https://fridayapp.com/
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Episode Timestamps
00:00 Why understanding buyer psychology matters
02:10 The enterprise deal story that changed everything
06:40 What people really think about salespeople
09:30 The first trigger to buy is a real problem
14:50 How to uncover pain without manipulating
19:40 Building trust before talking price
24:30 When to push for the close
28:20 Why some signed clients become bad clients
31:40 Controlling the process without being pushy
34:30 Knowing when to walk away
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