RESOURCES

Free content and downloads to help you apply buyer-centric selling to your next call.

FREE DOWNLOADS

We’ve wrapped up some key buyer-centric principles from our Modern Sales Foundations program into a cheat sheet that you can apply to your next sales call. 

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buyer-centric sales discovery

Download this cheat sheet to explore and apply the Modern Sales Foundations discovery model to uncover what’s important in your next new business call.

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SAMPLE VIDEOS

Buying Has Changed; Has Your Sales Approach?

Buying behavior has changed drastically in recent years, creating a need for today’s salespeople to shift to buyer-centric sales approaches.

Uncovering COIN-OP

From the earliest interactions, it’s up to you to uncover buyers’ Challenges, Opportunities, Impacts, Needs, Outcomes and Priorities.

Importance of Qualifying

Sales manager George challenges his team and discusses the importance of good opportunity qualification.

Closing vs. Gaining Commitment?

Are you depending on tactics to close a sale? Or have you gained commitment by managing the process and giving buyers what they need to make a decision?

Trigger Events & Sales Signals

When you have a hunch that a prospect is actively moving into the purchase process, what do you do? The AirCo sales team discusses just that.

Discovery: Are You Digging Deep Enough?

Jane Average Buyer, an “average buyer,” shares where most salespeople come up short in discovery.

Clarifying Concerns

Don’t assume! When a buyer shares a concern, be sure that you dig in to understand the root cause of it before responding.

Goal Setter or "Goal Getter?"

Eternally flawed sales rep Joe Quota stops by the studio to share his approach to building account plans.

WANT MORE?

Click below to unlock many more insightful short clips from MSF in the Video Gallery.

MODERN SALES STRAIGHT TALK

Webinar Series

Each month, Modern Sales Foundations co-authors Mike Kunkle and Doug Wyatt present valuable buyer-centric approaches from the MSF program in lively 45-minute episodes. This free webinar series is hosted by The Sales Experts Channel and past episodes are available to view anytime. Register for the next episode or click below to view a previous one.

EXPLORE MODERN SALES FOUNDATIONS

Buyer-Centric Selling

Learn how an outside-in mindset and approach to sales can help you effectively prospect, convert, and grow sales opportunities.

The MSF Program

Get acquainted with the structure of the program, the content presented throughout the 26 episodes and additional learning resources.

Behind the Scenes

A training program as innovative as Modern Sales Foundations requires the right expertise as well as a one-of-a-kind production process. 

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SHIFT TO BUYER-CENTRIC SELLING

Cheat Sheet

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BUYER-CENTRIC DISCOVERY

Cheat Sheet

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