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Improve Performance, Provoke Thought, Think Critically.

You are constantly striving to improve.  You are looking for practical tips you can apply to your daily work that will impact your performance.  You are looking for advice from professionals who do the work. You want to engage with professionals who have been in your shoes.

Be the Founder that can clearly articulate the problem your company solves.

Be the Sales Professional that your customers want to work with.

Be the Learning Professional who can deliver your solution in the context of the business.

The Find My Catalyst Podcast is published weekly.  We take listener questions at @catalystsale on twitter or via email.

Topics discussed - Revenue Operations, Customer Success, Goal Setting & Execution, Mindset, Performance, B2B Sales, Sales Training, Product Market Fit, Growth, Hiring, Recruitment, Sales Process, Business Acumen, Startups, Leadership.

Jan 29, 2020

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:

Thank You 

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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