Customer Centric Selling Podcast - Show Notes - Episode 7

“Value is what insulates you against price sensitivity.” - Frank Visgatis

Welcome to the Customer Centric Selling podcast! In today’s episode, Frank and Tim share why you should not turn to discounting and, instead, how you should establish confidence and value in your B2B sales cycle.

Frank and Tim agree that six of the most expensive words in sales are “Where do we need to be?”. With the inclination of discounting, companies decrease their profitability, and salespeople are overworked as they try to find replacements to fill their quota. By incorporating price as a component early on, in addition to doing the right prep work and building value, you’ll see an increase in your sales and more reliable forecasts.

For more information on how to avoid unrealistic sales forecasts, listen to episode 3 of our podcast.

TIME-STAMPED SHOW NOTES:

[01:30] Eliminate These 6 Most Expensive Words from Your Lexicon to Improve Sales  

[04:50] Why You Should Introduce Price Earlier in Your Sales Process 

[06:30] Build Value to Insulate Against Price Sensitivity 

[07:55] How Discounting Reduces Profitability 

[10:30] Price Discounts Harm Salespeople’s Quotas

[11:30] Establishing Value and Data Gathering in the Discovery Process

RESOURCES MENTIONED:

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