Welcome to the CustomerCentric Selling podcast. Whether it’s customer-centric selling or any of the other sales approaches available, the failure of businesses to execute them is the responsibility of the first-line sales management. It is because first-line sales managers fail to effectively manage and introduce their people to the process. In this episode, we will discuss why sales processes often fail.

The methodology describes how to carry out the task. And the most effective techniques are those that combine process and methodology. One which tells you not just what to do but also how to do it. Over the years, Frank’s goal in training salespeople has never been to make a better salesperson. People like to buy things, but they don’t like to feel they’re being sold to as part of the process. Thus, Frank helps them become better buying facilitators.

What to Listen For:

Why aren’t companies embracing CCS? [04:56]
An example of a step that might correlate with activity but doesn’t correlate with any accomplishment [05:49]
What are the other reasons why processes often fail? [07:19]
The buyer journey [11:00]
Summary [15:48]

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Quotes:

“Qualification is a series of steps throughout the process.” - Frank [06:42]

“There really needs to be an external assessment component as to how are people buying and how does that match up with how we are selling so that you can come up with a blended approach.” - Tim [11:56]

RESOURCES MENTIONED:

Free Trial of our CustomerCentric Online Course 
CHECK OUT THE CCS ONLINE COURSE