Buyer-Centric Approach to Sales with Guest Tom Williams - 173

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:

• www.dealpoint.io
• Tom on LinkedIn

Please send listener questions and feedback to [email protected] or contact us directly on twitter, facebook or LinkedIn.

This podcast is brought to you by Catalyst Sale - you can learn more about Catalyst Sale, and the products and services we provide via the following links.

Growth Acceleration - Plateau Breakthrough

Product Market Fit

Demystify Sales - the course