A Buyer-Centric Approach to Sales
Mike is joined by Tom Williams, CEO of DealPoint. They discuss sales process, common mistakes and taking a buyer-centric approach to Sales.
Questions Discussed:
- What does trusted advisor mean?
- Why are we uncomfortable with the silence?
- What is buyer-centric selling?
- How can a buyer-centric approach help to reduce the risk of a stalled sales cycle?
- How do you build trust with customers?
Key Takeaways:
- When we are talking “at” the customer, we are making a lot of assumptions.
- Ask mindfully, “what about what I said made you want to take this meeting?”
- Don’t be afraid of the pause.
- Trust comes from your ability to show that you are in it for their success.
- Have a consistent set of questions for your Sales Reps to use
- If you truly care about the problem you solve, you can take a buyer-centric approach.
- Be sure to determine if their initiatives align with the problem you solve.
- As you solve problems with multiple customers, you start to see things that your customer cannot.
- Take a vested interest in others and good things tend to happen.
Show Links:
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