Customer Centric Selling Podcast - Show Notes - Episode 14

“Make yourself equal before you make yourself different.” - Frank Visgatis

Welcome to the Customer Centric Selling podcast! In this episode, Frank and Tim tell us how salespeople can differentiate themselves by taking back control of the initial conversation with a prospect.

When prospects ask you how you differ from other vendors, your best strategy is actually to evade this question. Instead, create a dialogue that focuses on the prospect’s knowledge of your company and their needs. You’ll increase your business-to-business sales by coming to a mutual vision of how your product/service can achieve the prospect's goals.

For more tips on how to differentiate yourself from other vendors, listen to episode 12 of our podcast.

TIME-STAMPED SHOW NOTES:

[02:20] Make Yourself Equal Before You Make Yourself Different

[05:00] Identify Where the Buyer Is in the Buying Process

[09:00] Clarify Their Understanding of Your Product/Service First

[13:30] Tim and Frank’s Roleplay that Teaches You How to Avoid the Trap 

[16:45] How to Take Control of the Conversation to Increase B2B Sales

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