Customer Centric Selling Podcast with Frank Visgatis & Tim Young

By: Tim Young & Frank Visgatis
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  • Summary

  • CustomerCentric Selling CEO Frank Visgatis and entrepreneur Tim Young share tips, tactics, and techniques on how to master the art (and science) of B2B sales and marketing. Whether you’re an individual sales rep or you manage a large business-to-business sales team, you’ll learn great sales tips.
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Economics Management Marketing
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Episodes
  • 5 Reasons Why Sales Processes Fail – Episode 24

    5 Reasons Why Sales Processes Fail – Episode 24
    Jan 21 2022
    Welcome to the CustomerCentric Selling podcast. Whether it’s customer-centric selling or any of the other sales approaches available, the failure of businesses to execute them is the responsibility of the first-line sales management. It is because first-line sales managers fail to effectively manage and introduce their people to the process. In this episode, we will discuss why sales processes often fail. The methodology describes how to carry out the task. And the most effective techniques are those that combine process and methodology. One which tells you not just what to do but also how to do it. Over the years, Frank’s goal in training salespeople has never been to make a better salesperson. People like to buy things, but they don’t like to feel they’re being sold to as part of the process. Thus, Frank helps them become better buying facilitators. What to Listen For: Why aren’t companies embracing CCS? [04:56] An example of a step that might correlate with activity but doesn’t correlate with any accomplishment [05:49] What are the other reasons why processes often fail? [07:19] The buyer journey [11:00] Summary [15:48] Subscribe for weekly podcast episodes & listen wherever you get your podcasts! Quotes: “Qualification is a series of steps throughout the process.” - Frank [06:42] “There really needs to be an external assessment component as to how are people buying and how does that match up with how we are selling so that you can come up with a blended approach.” - Tim [11:56] RESOURCES MENTIONED: Free Trial of our CustomerCentric Online Course CHECK OUT THE CCS ONLINE COURSE
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    Less than 1 minute
  • Here’s What to Look for in a Sales Methodology – Episode 23

    Here’s What to Look for in a Sales Methodology – Episode 23
    Jan 7 2022
    Welcome to the CustomerCentric Selling podcast. In previous episodes, Tim and Frank talk about the sales process and methodology, the difference between the two, why sales processes often fail, and what you should be looking for in an effective sales process. This episode will discuss what you should look for in a successful sales process and methodology.  What are all of the things that you need to perform, according to the sequence of events? And what exactly are we supposed to do? If you do everything you're supposed to do and we do everything we're meant to do, our businesses will eventually continue to do business together. It is at this point in the process that a mutually agreed-upon sequence of events is established. That is when the customer's purchasing process intersects with our sales process. When most people listen to this podcast, many of them have not yet been born. Frank began his career in the technology sales industry in the mid-1980s. When he first started working as an application engineer at Copier Graphic, they supplied production automation solutions to newspapers. Frank began selling and giving solution training of sale in 1993, which was the process and approach that helped him determine what always made him successful. What to Listen For: What should you look for in a successful sales process and methodology? [02:27] What led Frank to build customer-centric selling? [03:09] Is CCS a process or a CCS methodology? [11:29] How does Frank manage for the concept that each customer's purchasing procedure is unique? [12:40] Teaching salespeople [15:43] What are the other parts that make CCS special? [17:57] Incorporating milestones into methodology and process. [19:24] What makes CCS an effective sales process and methodology. [21:01] Subscribe for weekly podcast episodes & listen wherever you get your podcasts! Quotes: "We remember how much things changed from a technology standpoint, from the early 90s to the early 2000s. And the whole dynamic of the impact that had on the buyer-seller relationship with the incredible amount of information that was all of a sudden available at everyone's fingertips just changed the way that people were buying. And the problem that we saw was our methodology wasn't changing to deal with those changes in the marketplace." - Frank [09:17] "We positioned customer-centric selling as being philosophically in alignment with solution selling from the standpoint of don't lead with product, focus on your buyer's needs." - Frank [10:02] "Good salespeople are always looking up to what's going to give them the edge." - Frank [17:25] RESOURCES MENTIONED: Free Trial of our CustomerCentric Online Course  CHECK OUT THE CCS ONLINE COURSE
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    23 mins
  • Don’t Pressure Prospects During the “End Of” Period – Episode 19

    Don’t Pressure Prospects During the “End Of” Period – Episode 19
    Dec 17 2021
    Welcome to the CustomerCentric Selling podcast!  Are you attempting to close a deal? Do you wish there was a precise guideline - a good line of inquiry – that you could use anytime you're speaking with a potential client about an investment or simply displaying your products? Listen here as Frank and Tim walk you through the questions you need to ask yourself to understand better the steps you need to take to get better deals. Numerous corporate relationships have been irreparably damaged as a result of excessive pressure. With a manager coming down and saying we're not on track to meet our monthly goal, we need to bring everything in, and you can go out and close whatever you can, it's almost as if salespeople are held at gunpoint to make that happen. Any time a salesperson attempts to clinch a transaction, there must be some level of pressure involved. Most buyers won't just stroll up at your door with a gift-wrapped order for you. You'll have to ask for the business, and in most circumstances, you'll have to make an effort to obtain it. The fundamental question is, is it appropriate for me to do so? Even if you have a series of events in place, even if the conclusion of business isn't for another few weeks, a month, or a couple of months, the prospect is ready at a certain point in the process, which is called an inflection point. Rather than just flowing and following the path, it's appropriate to give them a gentle nudge. The first thing a salesperson should ask about a prospect is whether or not the potential has a clearly outlined business goal problem or need that they're attempting to address. The first essential principle is that without a goal, there is no future. So, what is the business motivation? What makes them want to do this in the first place? A vision is another thing that a salesperson requires. Salespeople need to have a clear understanding in their minds about what the business objective is and how they're going to help prospects achieve it. Do they have a clear picture of a solution in mind? In other words, have I done the work to create the vision of how, given our capabilities, salespeople need to achieve those goals on the prospect's part? At some point, you must inform your clients about the nature of your assets. The salesperson must know the price of what they are selling. They must be aware of the commitment you are requesting. Many salespeople try to delay announcing the price for much too long. The fourth item a salesperson must establish is who is making the request; does this individual even have the authority to say yes? If that is the case, it is time to proceed. Salespeople frequently get into the trap of negotiating with or attempting to close someone who is not the decision-maker, not even the decision-maker, but the authority to cause the choice to be made. Number five demonstrates this: Nobody makes a purchase based on blind faith. Have we shown that we can deliver the value they have stated is critical for their future success? When do you consider the type of when is it the proper time or not? Relationships evolve and progress at different rates, whether between men and women or between salespeople and prospects. It varies according to circumstance. You must ask yourself this; Have I indeed contributed and covered all of the necessary items? To put it another way, are we prepared to take this to the next level? What to Listen For: Five Things Salesperson Must Know Before Asking A Prospect [05:50] Discussion with Investment Pricing [08:27] Subscribe for weekly podcast episodes & listen wherever you get your podcasts! Quotes: “It's okay to talk price. Once you've built enough value to justify it.” – Tim [08:05] “Salespeople tend to discount when they try to close prematurely.” – Frank [05:40] RESOURCES MENTIONED: Free Trial of our CustomerCentric Online Course  CHECK OUT THE CCS ONLINE COURSE
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    14 mins

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