Customer Centric Selling Podcast - Show Notes - Episode 1 

“When executed properly, it’s not really selling, it’s facilitating the buying process and identifying the goals and objectives” - Frank Visgatis

Welcome to the Customer Centric Selling podcast! In today’s premiere episode, Frank and Tim discuss significant shortcomings in common B2B sales training and share invaluable tips on improving these client relationships. 

Most buyers have had negative experiences with salespeople, from poor listening and pushiness to obnoxious and insincere behavior. In order to increase your business-to-business sales, you’ll need to alter your behavior and focus on customer-centric selling techniques: learn to listen and develop needs rather than convincing and overselling.

TIME-STAMPED SHOW NOTES:

[01:45] Bias against Salespeople: Negative Experiences and Lack of Training 

[04:30] Learn to Facilitate the Buying Process by Identifying Needs and Goals 

[06:00] Enhance Your Credibility by Being Honest about Your Capabilities 

[07:30] Gain a Competitive Advantage and Improve Sales Performance by Selling with Integrity

[09:00] Start with the Why: 4 Tips on How to Sell Authentically 

[12:45] Address Objections Rather than Downplaying Them 

[14:15] Clean up Your Language: The First Step to Becoming a Better Salesperson

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RESOURCES MENTIONED:

Customer Centric Selling by Michael T. Bosworth, John R. Holland, and Frank Visgatis

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