Customer Centric Selling Podcast - Show Notes - Episode 2

“Real qualification, especially in the B2B sales, really is an ongoing process.” - Frank Visgatis

Welcome to the Customer Centric Selling podcast! In today’s episode, Frank and Tim share how to gain a competitive advantage in business-to-business sales by looking at qualifications as an ongoing process rather than a one-step, binary event. 

By validating whether your prospect’s goals match your offer multiple times throughout the sales process, you can avoid idle and inactive accounts in the pipeline. One of the first qualification steps in the Customer Centric Selling approach is to follow up with champion letters. These customer-facing documents will not only help you qualify your prospect’s goals but will also help you gain access to key players and ultimately improve your sales.

Tune in for more customer-centric sales training tips and insights!

TIME-STAMPED SHOW NOTES:

[01:45] Looking at Qualification as an Ongoing Process

[04:45] Use Customer-Facing Documents to Objectively Validate Your Prospective Buyer

[06:40] The 5 Essential Components of a Champion Letter

[08:15] Gain Access to key players by Following Up

[12:55] Earn a Competitive Advantage by Using Customer-Facing Documents

[17:00] How to Reach Watershed Qualification Events

RESOURCES MENTIONED:

Sample of a Champion Letter 

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