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No Goal Means No Prospect – Episode 008
Customer Centric Selling Podcast - Show Notes - Episode 8
In this episode, Frank and Tim will talk about Goals, Objective and how Pain and Problems affect a business. Goals are necessary for everyone and every business—set goals for yourself and your team that are both short-term and long-term in nature. Your continuous work on shorter-term plans may help you gain momentum and achieve your longer-term objectives.
In business, you may face pain points that affect your company and those that affect your customers. You should identify business pain points and make necessary adjustments to alleviate them and will go a long way in improving your business bottom line.
One of the problems is, how should a salesperson respond when a customer asks for a price right away? Customers face a significant issue because there is so much information available to prospects before they ever engage with a salesperson. Customers want to talk about the product, the pricing, whatever it is, and they've probably formed an opinion about what they believe they want and how much they're willing to pay for it. Salespeople are falling into the trap of conducting conversations that are solely focused on what the consumer wants.
In order for something to be a legitimate business goal, it has to fall into one of three buckets. It must be something that is driven by the company, relates to government regulation, and market driven.
As you track your progress toward your goals, you might see that certain ones are no longer relevant or achievable. Be flexible and open to adapting to the situation.
What to Listen For:
Buyer Mindset [3:46]
Concept of Pain [7:21]
Identifying Business Goal [11:00]
Established your Goal [14:56]
Quotes:
“The first or second time I went through professional sales training, I was taught that we need to get the buyer to admit pain. We have to uncover what their need is so that we can develop that.” - Tim {06:52]
“Focus on goals and objectives, instead of pains and problems – Frank [08:36]
“When you focus on pain, that's usually just a symptom of something else or a roadblock to achieving something else.” – Frank [09:50]
“By focusing on goals and objectives, it allows you to elevate the conversation truly to a business level, versus just dealing with those kinds of whack a mole pain points.” - Frank [10:34]
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 8
In this episode, Frank and Tim will talk about Goals, Objective and how Pain and Problems affect a business. Goals are necessary for everyone and every business—set goals for yourself and your team that are both short-term and long-term in nature. Your continuous work on shorter-term plans may help you gain momentum and achieve your longer-term objectives.
In business, you may face pain points that affect your company and those that affect your customers. You should identify business pain points and make necessary adjustments to alleviate them and will go a long way in improving your business bottom line.
One of the problems is, how should a salesperson respond when a customer asks for a price right away? Customers face a significant issue because there is so much information available to prospects before they ever engage with a salesperson. Customers want to talk about the product, the pricing, whatever it is, and they've probably formed an opinion about what they believe they want and how much they're willing to pay for it. Salespeople are falling into the trap of conducting conversations that are solely focused on what the consumer wants.
In order for something to be a legitimate business goal, it has to fall into one of three buckets. It must be something that is driven by the company, relates to government regulation, and market driven.
As you track your progress toward your goals, you might see that certain ones are no longer relevant or achievable. Be flexible and open to adapting to the situation.
What to Listen For:
Buyer Mindset [3:46]
Concept of Pain [7:21]
Identifying Business Goal [11:00]
Established your Goal [14:56]
Quotes:
“The first or second time I went through professional sales training, I was taught that we need to get the buyer to admit pain. We have to uncover what their need is so that we can develop that.” - Tim {06:52]
“Focus on goals and objectives, instead of pains and problems – Frank [08:36]
“When you focus on pain, that's usually just a symptom of something else or a roadblock to achieving something else.” – Frank [09:50]
“By focusing on goals and objectives, it allows you to elevate the conversation truly to a business level, versus just dealing with those kinds of whack a mole pain points.” - Frank [10:34]
RESOURCES MENTIONED:
Free Trial of our CustomerCentric Online Course
CHECK OUT THE CCS ONLINE COURSE