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.
The Importance of Quid Pro Quo When Selling – Episode 17
Customer Centric Selling Podcast with Frank Visgatis & Tim Young
15 minutes 34 seconds
4 years ago
The Importance of Quid Pro Quo When Selling – Episode 17
Welcome to the CustomerCentric Selling podcast! In today’s episode, Frank and Tim urge you to remember the concept of Quid Pro Quo in your B2B sales process, or, in other words, don’t give without getting!
Salespeople so often feel they are at the mercy of their prospects but this, unfortunately, sets false expectations for later negotiations. For example, your prospect might expect discounts or better terms in later stages. When your prospect asks you to invest your time, money, or resources, make sure you’re getting something in return!
In sales training, we make sure our salespeople understand they also provide value with products or services, so they don’t assume a subservient relationship but an equal one with their prospects!
TIME-STAMPED SHOW NOTES:
[01:30] Quid Pro Quo: Don’t Give Without Getting
[03:50] Focus on a Mutual Exchange of Values
[06:00] Assessing a Quid Pro Quo Opportunity: 5 Key Questions to Ask Yourself
[10:45] How to Say No to a Prospect but Showing Value
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.
