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It’s Not About Where to show up, it’s About What to Say When You Get There – Episode 009
Customer Centric Selling Podcast - Show Notes - Episode 9
In this episode, Frank and Tim will talk about how a salesperson starts sales conversations with prospects and build relationships with customers. Every business needs to cultivate customer relationships to flourish. After all, there are no sales without customer connections, and there is no business without sales. Developing customer relationships should be exclusively business! Because it is frequently the service and aftercare that determines how customers feel about a company.
Are salespeople prepared to call up high to get the decision-maker? Is that a really good idea? In many situations, organizations set their salespeople up for failure when it comes to calling high up in the company because the majority of the marketing collateral role that they supply, as well as the training that they do, is product-centered, something that resonates down at the user level. However, they never truly assisted those salespeople in making the shift.
One of the best ways to capture a good customer relationship is by asking appropriate, purposeful questions that can help you identify whether your customer is likely to buy your products and move them through the selling process.
Developing customer relationships can be done by keeping the communication channels open and by strengthening them and encouraging your audience to become more involved.
What to Listen For:
Product Marketing [4:15]
Effective Communication of Salesperson [9:13]
Accomplishment [10:29]
Missionary Selling [13:52]
Quotes:
“You have to realize that users tend to focus on the how of the product, but the executives need to understand the why.” - Tim [9:18]
“Being able to really understand how they do things today, from the standpoint of being able to measure and establish metrics around their current situation.” – Frank [10:38]
“The cost of pain always has to be greater than the cost of change.” – Frank [16:43]
“Preparation of what you're going to say is the key, not just winging it.” - Frank [17:11]
RESOURCES MENTIONED:
Free Trial of our CustomerCentric Online Course
CHECK OUT THE CCS ONLINE COURSE
View all episodes
By Tim Young & Frank Visgatis
5
33 ratings
Customer Centric Selling Podcast - Show Notes - Episode 9
In this episode, Frank and Tim will talk about how a salesperson starts sales conversations with prospects and build relationships with customers. Every business needs to cultivate customer relationships to flourish. After all, there are no sales without customer connections, and there is no business without sales. Developing customer relationships should be exclusively business! Because it is frequently the service and aftercare that determines how customers feel about a company.
Are salespeople prepared to call up high to get the decision-maker? Is that a really good idea? In many situations, organizations set their salespeople up for failure when it comes to calling high up in the company because the majority of the marketing collateral role that they supply, as well as the training that they do, is product-centered, something that resonates down at the user level. However, they never truly assisted those salespeople in making the shift.
One of the best ways to capture a good customer relationship is by asking appropriate, purposeful questions that can help you identify whether your customer is likely to buy your products and move them through the selling process.
Developing customer relationships can be done by keeping the communication channels open and by strengthening them and encouraging your audience to become more involved.
What to Listen For:
Product Marketing [4:15]
Effective Communication of Salesperson [9:13]
Accomplishment [10:29]
Missionary Selling [13:52]
Quotes:
“You have to realize that users tend to focus on the how of the product, but the executives need to understand the why.” - Tim [9:18]
“Being able to really understand how they do things today, from the standpoint of being able to measure and establish metrics around their current situation.” – Frank [10:38]
“The cost of pain always has to be greater than the cost of change.” – Frank [16:43]
“Preparation of what you're going to say is the key, not just winging it.” - Frank [17:11]
RESOURCES MENTIONED:
Free Trial of our CustomerCentric Online Course
CHECK OUT THE CCS ONLINE COURSE