Customer Centric Selling Podcast - Show Notes - Episode 6

“Understand that people don’t buy product features; they buy how they use them.”- Frank Visgatis

Welcome to the Customer Centric Selling podcast! In this episode, Frank and Tim explain how to increase B2B sales by understanding a prospect’s needs rather than convincing or overselling a product’s features. We learn how to discern between traditional product training and more effective, customer-centric sales training. 

The pitfall of traditional sales training is that the focus is on a product’s features rather than teaching customer-centric conversational or sales techniques. By changing your language from noun-based to verb-based terms, you will be able to communicate your value and significantly improve your sales.

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

TIME-STAMPED SHOW NOTES:

[01:45] Sales Training versus Product Training

[04:00] Focus on the How rather than the What 

[05:45] How to Transition to Customer Centric Selling and Leave Product Training behind 

[07:30] Aim to Understand Needs before Convincing to Buy 

[09:45] Change Your Language from Noun-Based to Verb-Based Conversations 

RESOURCES MENTIONED:

Free Trial of our Customer Centric Online Course 

CHECK OUT THE CCS ONLINE COURSE