Customer Centric Selling Podcast with Frank Visgatis & Tim Young
Tim Young & Frank Visgatis
10 episodes
7 months ago
CustomerCentric Selling CEO Frank Visgatis and entrepreneur Tim Young share tips, tactics, and techniques on how to master the art (and science) of B2B sales and marketing. Whether you're an individual sales rep or you manage a large business-to-business sales team, you'll learn great sales tips.
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CustomerCentric Selling CEO Frank Visgatis and entrepreneur Tim Young share tips, tactics, and techniques on how to master the art (and science) of B2B sales and marketing. Whether you're an individual sales rep or you manage a large business-to-business sales team, you'll learn great sales tips.
Aligning the Sales Process With How Buyer’s Buy – Episode 16
Customer Centric Selling Podcast with Frank Visgatis & Tim Young
21 minutes 51 seconds
4 years ago
Aligning the Sales Process With How Buyer’s Buy – Episode 16
“We’ve got to change the focus from what we want to tell them to what we want to learn about them.” - Frank Visgatis
Welcome to the CustomerCentric Selling podcast! In today’s episode, Frank and Tim highlight the importance of aligning ourselves with the buyer’s needs at the right time in their buying journey. This sales challenge applies to any market, product, and company as sales training often neglects to develop the needs of your prospect before value proposition.
To improve your B2B sales, you’ll need to focus on the right things at the right time. Salespeople first need to analyze where the prospect is in their buying journey. In phase 1, they need to understand their own needs and your vision. While in phase 2, they will be evaluating different products and how they align with their needs. In phase 3, your company’s industry expertise and reputation will be examined.
Once you understand your buyer’s journey, you can align yourself with them and converse according to their focus at that time.
For more information on how to identify the right time in the buying process to show a demo or present your product, listen to episode 13 of our podcast: “Don’t Demo Your Product Until You Get This…”.
TIME-STAMPED SHOW NOTES:
[02:30] Why Value Proposition Early On Fails
[04:50] People, Product, and Company: Align Yourself With Your Prospect’s Buying Journey
[07:45] How the Role of Marketing Has Changed: Establishing Needs Early On
[09:45] How to Focus on the Right Things at the Right Time: The 3 Phases of the Buying Cycle
[13:30] The Shortcomings of Static Communication and Keyword Stuffing (Websites, ...)
[17:35] Closing Deals Late in the Buying Journey
RESOURCES MENTIONED:
Free Trial of our CustomerCentric Online Course
CHECK OUT THE CCS ONLINE COURSE
Customer Centric Selling Podcast with Frank Visgatis & Tim Young
CustomerCentric Selling CEO Frank Visgatis and entrepreneur Tim Young share tips, tactics, and techniques on how to master the art (and science) of B2B sales and marketing. Whether you're an individual sales rep or you manage a large business-to-business sales team, you'll learn great sales tips.
