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Frictionless Selling with Anthony Coundouris

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Frictionless Selling with Anthony Coundouris

In this episode we meet Anthony Coundouris, author of run frictionless, a  book that helps founders scale  an organization that back fills their sales role.  Anthony does this by using a decision-making framework called the 4Qs.  Anthony and I walk through the 4Q’s and he shares advice on how to remove an organization’s  friction from a prospects buying experience.  If you’re frustrated with the barriers that make it hard for your customers to buy, this episode gives  direction on frictionless selling  and how to make buying as seamless as possible at your company.

What is Frictionless Selling?

Anthony wrote the book as a tool. He builds sales processes for asia pacific tech companies. The book was the education process to speed up his consulting. He has found that most clients don’t have a sales process in place. They think is the sales staff that has an issue. Instead of looking at individuals, he focuses on the organization.  Friction, or barriers that slow the buying process,  is not a sales problem, but a company issue.

Instead of replacing the founder with a seller who will never do it exactly the same way, better to build a resilient organization that seamlessly takes prospects through the buying journey. 

From Friction to  Frictionless with the 4Q’s

4Q’s is a quadrant that shows value provided by the organization and who would value that product/service.  to the customers

    1. Who we serve
    2. What we serve
    3. Who we are
    4. How we serve

Since Internal friction becomes external over time, anything you can do to eliminate friction the better.  Anthony mentions several pre-designed customer flows from the book that  improve sales you can use right away. We chat about how  business is being  turned away because the buying process is not being taken into account. 

How To Find Anthony Coundouris

To connect with Anthony and learn more about frictionless selling:

 

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Past Episodes Frictionless Selling

Check out these past episodes.

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

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Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

Got a Question?

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