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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…”.
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By Tim Young & Frank Visgatis
5
33 ratings
“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:
RESOURCES MENTIONED: