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The Importance of Quid Pro Quo When Selling – Episode 17
Welcome to the CustomerCentric Selling podcast! In today’s episode, Frank and Tim urge you to remember the concept of Quid Pro Quo in your B2B sales process, or, in other words, don’t give without getting!
Salespeople so often feel they are at the mercy of their prospects but this, unfortunately, sets false expectations for later negotiations. For example, your prospect might expect discounts or better terms in later stages. When your prospect asks you to invest your time, money, or resources, make sure you’re getting something in return!
In sales training, we make sure our salespeople understand they also provide value with products or services, so they don’t assume a subservient relationship but an equal one with their prospects!
TIME-STAMPED SHOW NOTES:
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By Tim Young & Frank Visgatis
5
33 ratings
Welcome to the CustomerCentric Selling podcast! In today’s episode, Frank and Tim urge you to remember the concept of Quid Pro Quo in your B2B sales process, or, in other words, don’t give without getting!
Salespeople so often feel they are at the mercy of their prospects but this, unfortunately, sets false expectations for later negotiations. For example, your prospect might expect discounts or better terms in later stages. When your prospect asks you to invest your time, money, or resources, make sure you’re getting something in return!
In sales training, we make sure our salespeople understand they also provide value with products or services, so they don’t assume a subservient relationship but an equal one with their prospects!
TIME-STAMPED SHOW NOTES:
RESOURCES MENTIONED: