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Podcast: Find My Catalyst Podcast
Episode: Buyer-Centric Approach to Sales with Guest Tom Williams - 173
Description: 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...