Aug 31, 2023
Listen in as we explore the crucial topic of how salespeople should act as leaders with James Rores, CEO and founder of the Floriss Group.
He talks about the universal buying cycle, underpinned by four essential questions that every prospect must consider before making a purchase.
This discussion emphasises the need for salespeople to respect the buyer's process, align their sales strategies with the buying cycle, and adopt a customer-centric approach.
We address how to instigate voluntary behaviour change in customers by asking thought-provoking questions.
You'll discover how to use this framework to build meaningful customer relationships and set yourself apart in the sales field.
Additionally, we explore value-based selling and unique differentiation, explaining how to focus on the client's value and create a meaningful impact.
We also discuss the WINS methodology and how it can assist you in avoiding irrelevant features and functions in your sales pitch.
--------- EPISODE CHAPTERS ---------
(0:00:00) - Four Essential Prospect Questions
(0:12:00) - Changing Sales Approach to Build Connection
(0:24:30) - Understanding Value-Based Selling and Unique Differentiation
--------- EPISODE CHAPTERS WITH SUMMARIES ---------
(0:00:00) - Four Essential Prospect Questions (11 Minutes)
We explore the importance of sales as a leadership competency and how it can be used to build meaningful customer relationships. We examine the universal buying cycle that is rooted in human behaviour, which consists of four questions that every prospect must ask and answer before they commit to a purchase. We discuss how salespeople can align their sales process to the buying cycle to create a customer-centric approach. We talk about the importance of respecting the buyer's process and helping them to identify the need to change.
(0:12:00) - Changing Sales Approach to Build Connection (13 Minutes)
We discuss how to encourage voluntary behaviour change in our customers by using powerful questions to get them to think about the consequences of their choices. We explore how to use this conversation framework to build meaningful customer relationships and differentiate ourselves as salespeople. We also examine the importance of understanding the customer's situation and creating a connection through trust and respect. Finally, we look at how salespeople can demonstrate the value they bring to the customer.
(0:24:30) - Understanding Value-Based Selling and Unique Differentiation (11 Minutes)
James talks about how to create meaningful customer relationships and differentiate ourselves from competitors through value-based selling. We define the value the client seeks and prioritise needs that directly relate to that value. He explains the WINS methodology to create four agreements between the customer and seller about what they want, the impact desired, and the solution to solve their problem. Finally, we discuss how to avoid talking about features and functions that are irrelevant to the customer's impact and needs.
Take the Scorecard
Watch this episode on YouTube