Customer Centric Selling Podcast - Show Notes - Episode 12

“You can differentiate yourself as much by how you sell, as by what you sell .” - Frank Visgatis

Welcome to the Customer Centric Selling podcast! In today’s episode, Frank and Tim discuss one of the core concepts of CustomerCentric selling: pausing before diagnosing the prospect’s needs. 

You might be tempted to blurt out that you’re the one for the job, but you should never lead with “we offer exactly what you need.” By waiting and asking the right questions, you’ll put yourself in a better position and you’ll be able to build value in your added capabilities. 

Moreover, you’ll be able to differentiate yourself with a great buying experience and therefore, increase your B2B sales!

For more tips on fruitful business-to-business relationships, listen to episode 1 of our podcast [insert hyperlink].

TIME-STAMPED SHOW NOTES:

[03:00] Two Reasons Salespeople Need to be Patient in Sharing Their Exact Capabilities

[05:30] How to Take the Time to Diagnose the Prospect’s Needs

[07:30] Differentiate Yourself by Providing a Great Buying Experience

[10:30] Diagnostic Questions to Access Key Players and Establish a Need for Your Added Capabilities

RESOURCES MENTIONED:

Free Trial of our CustomerCentric Online Course 

CHECK OUT THE CCS ONLINE COURSE