• Here’s What to Look for in a Sales Methodology – Episode 23

  • Jan 7 2022
  • Length: 23 mins
  • Podcast

Here’s What to Look for in a Sales Methodology – Episode 23

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  • Summary

  • 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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