Customer Centric Selling Podcast - Show Notes - Episode 11

“The biggest loss is a loss to no decision incorporated in the sales process.” - Frank Visgatis

Welcome to the Customer Centric Selling podcast! In this episode, Frank and Tim explain how to convert business-to-business sales instead of losing them due to a no-decision outcome at the end of the sales process.

Over 30% of sales are lost to no decision incorporated, where prospects decide to stick to their current strategy and choose not to do anything. With the proper sales training, salespeople will be able to qualify deals early on, avoiding such outcomes and closing more b2b sales deals.

They’ll learn how to build value, gain access to key players, and plan out necessary steps with your prospect to achieve a reliable sales process.

For more information on how to value and qualify early on, listen to episode 7 of our podcast.

TIME-STAMPED SHOW NOTES:

[03:40] How Proactive Sales Person Techniques Avoid a No Decision Outcome

[05:45] Define Identifiable & Quantifiable Business Goals in the Sales Process

[07:00] Create a Link between The Prospect’s Goal and Your Product/Service

[08:00] How to Access Key Players in the Decision Making  

[09:15] Mutually Map out the Sequence of Events

RESOURCES MENTIONED:

Free Trial of our CustomerCentric Online Course 

CHECK OUT THE CCS ONLINE COURSE