YMM Customer Focused Selling: Recent Episodes
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A weekly 15-20 minute podcast dedicated to improving our ability to connect with our customers and close more jobs
In the final episode of the podcast Jeff Gontovnick, Sales Manager for Commercial and Local for 1-800-Got-Junk is here to talk about how important the position step is Customer Focused Selling. This final stage is key help drive repeat and referral. Jeff shares great tactics and key learnings that if applied to the sales process consistently will result in an increase in referrals and new business opportunities.
As we continue our conversation on Customer Focused Selling, we’ll dive into the third stage of presenting. We’ll discuss the importance of being thorough while opening and investigating, in order to set yourself up for success while presenting. Listen to this week’s podcast, Episode #7, to hear how to apply judgement and offer solutions based off your customers social style!
This week we’ll discuss the second step of Customer Focused Selling -- investigating! This stage deals with identifying the customers motivating factor, and we’ll discuss how to deal with customers when they are only motivated by price. Listen to this week’s podcast, Episode #6, to hear successes and failures we have encountered in the investigating stage!
Customer Focused Selling provides us with an increased rate of closing and consists of five crucial steps, the first of which is opening. VP of Operations, Mike Dahlman, shares his tips and tricks on how to build rapport and ask good questions, both of which are a crucial part of Opening. In this week’s podcast, Episode #5, we'll discuss how to optimize this step by building trust and credibility. We’ll cover what questions you should be asking customers, and how to smoothly bring up the topic of budget.
The Socializer and Director, are the last two social styles our customers might embody. Each requires different actions to increase the chance of closing. The Socializer wants their ideas and dreams supported, and are more likely to close if they are offered stimulating options. Whereas the Director, wants their objectives supported, and are more likely to close if they are offered alternatives. Listen to this week’s podcast, Episode #4, to further analyze the Socializer and Director, and hear an example of how to walk them through the five steps of Customer Focused Selling.
In this week’s podcast, we’ll focus on two of the four social styles that our customers embody, the Thinker and Relator. The Thinker is logical, needing facts and evidence to close. In contrast, the Relator is more emotionally driven, needing their feelings supported and requiring personal assurances to close. We welcome back Jason Quinn and dig into these two styles and how to walk them through the 5 steps of Customer Focused Selling. Jason Quinn brings in a special guest to roleplay each step.
Here is a link to a breakdown of the social styles
https://drive.google.com/open?id=1cKR-dTnG41OyzqvITPV2qCpzTyJFk_u8
Social Styles
Welcome back to the second episode of You Move Me's Customer Focused Selling Podcast. In this episode, we continue our conversation with Jason Quinn, we quickly recap the 5 steps of Customer Focused Selling before moving into the 4 different social styles that our customers have; Director, Socializer, Relator, Thinker, and the general characteristics of each.
Here is a link to a breakdown of the social styles
https://drive.google.com/open?id=1cKR-dTnG41OyzqvITPV2qCpzTyJFk_u8
Welcome to the first episode of You Move Me's Customer Focused Selling Podcast. In this episode, we speak to Jason Quinn, who works in the Learning And Development Team at O2E. We go into what Customer Focused Selling is and how it will help increase our onsite estimate conversion.
What does it mean to sell in their world and not our world?
A general overview of the 5 steps of Customer Focused Selling: Open, Investigate, Present, Confirm, Position
A quick introductory message giving a general explanation on what we will be covering on the podcast