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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