MSF Preview

Sample Episodes of the Program

Stand out and deliver exactly what your buyers need throughout the sales cycle by applying buyer-centric approaches to today’s complex sales situations.

Sample Episode

INTRODUCTION TO MSF

Overall, today’s buyers aren’t impressed with what they’re seeing from salespeople. Sellers need to do better, and a buyer-centric selling approach makes it happen. In the first episode of the program, you’ll meet the MSF Studio Show hosts as well as the AirCo team and hear why buyer-centric selling is critical in today’s marketplace.

Show Notes

Sample Episode

OPPORTUNITY QUALIFICATION

Determine whether the buyers have a problem you can solve and are willing and able to solve it. Qualification not only helps you spend time on the most worthy opportunities, it helps you navigate them more effectively.

Show Notes

Worksheet

Sample Episode

GAINING COMMITMENT

Buyers commit to purchase when it’s clear that your solution can deliver the outcomes buyers are looking for, not becuase you used a “closing tactic.” Gain a buyer’s commitment throughout the buying process by meeting exit criteria at each stage up to, and including, the decision to purchase.