Customer Centric Selling Podcast - Show Notes - Episode 3

“The cost of pain always has to be greater than the cost of change.” - Frank Visgatis

Welcome to the Customer Centric Selling podcast! Today, Frank and Tim discuss how to avoid unrealistic sales forecasts by increasing objectivity and clarity in the B2B sales process. 

Salespeople often create and defend unrealistic sales forecasts, which will negatively affect your desired output and decrease productivity. By focusing on objectivity and looking at qualifications as an ongoing process [insert hyperlink to episode 2], you will create better quality deals with higher levels of stability and reality. 

In addition, Frank shares five key qualifiers that will help you create better deals and improve sales right away!

TIME-STAMPED SHOW NOTES:

[01:45] Causes of Unrealistic and Unpredictable Sales Forecasts  

[05:30] Incorporate Objectivity by Using Sales Process Deliverables 

[07:30] The 5 Key Qualifiers of Any Opportunity: Understanding the Business Goal, Vision, Value, Keyplayers and Your Plan

 

RESOURCES MENTIONED:

A Free Trial of our Customer Centric Online Course 

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