Customer Centric Selling Podcast - Show Notes - Episode 13

“The demo is it’s most effective when used as proof, instead of just as a sales tool.” - Frank Visgatis

Welcome to the Customer Centric Selling podcast! In today’s episode, Frank and Tim share how a salesperson can learn to identify the right time in the buying process to show a demo.

Traditional sales training often teaches salespeople to focus their energy on presentations at the beginning of the sales process. In our previous episode, Frank and Tim discuss how waiting and asking diagnostic questions will allow you to build value in your unique capabilities. By applying the same mindset to the use of demos, you’ll learn to wait and instead use the demo in the proof stage.

Increase your B2B sales by customizing your demo to your prospect’s vision!

TIME-STAMPED SHOW NOTES:

[02:00] Why an Early Demonstration May Scare Away Your Prospect

[04:30] The 3 Phases of the Buying Process: Learn at Which Stage to Use Demos

[07:45] Why You Should Always Ask for Something in Return

[10:00] How to Keep Control of the Sales Process

RESOURCES MENTIONED:

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