How To Sell With the CRINGE Method #213

Douglas Vigliotti is a sales consultant, workshop-speaker, and bestselling author of The Salesperson Paradox: A Strikingly Simple Way to Provide Solutions Your Customers Can’t Say No To. In this book Doug shares how to sell with the CRINGE method, a strategy and mindset of focusing on helping clients, not pushing product.

Doug has twelve years of successful frontline sales experience, across three different industries, and two Fortune 500 companies—Automatic Data Processing and Johnson & Johnson. In January 2016, he opened the doors of groundupSALES, a strategic selling partner for non-sales professionals, entrepreneurs, and small business owners.

He’s an avid reader and writes a monthly reading list at douglasvigliotti.com.

Purpose of Business To Create and Keep Customers

Doug believes that customers will view you completely different when you go from selling to helping. Why is this? Doug sights a number of aspects:

Mindset shift – people will feel you are looking out after them.
Common way to reset your view ask ” Why did you start this business? “
If you focus on money it will hurt your sales performance. Yes it’s a paradox, but it’s true
Businesses pay commissions with the idea that the harder you work, the more you make. But great sellers work hard for reason above and beyond short term commissions.

Peter Drucker said ” The purpose of business is to create and keep your customers”

Furthermore Doug believes:

True performer able to set aside the “me first” inclination.
Consider that helping people is a moral obligation for you to SOLVE their problems.

CRINGE Solution

Doug then shared his CRINGE method. Consider a product service and solution that you have to cringe to say yes … a whole body solution.

Customer First – did my customer feel like they won? If they do, they will come back for more business.
Real Problem – are you solving a “real” problem? Don’t assume problems. Put yourself in their shoes.
Immense Value- in is the solution. Price is what you pay, value is what you get. Ways to differentiate: time, status, ease, money.
Non-Negotiable – your mindset is complete belief in your solution. You know your customers are better off.
Good Timing – create good timing, improve your luck, by understanding your customer and they are ready to buy.
Easy – make it easy to say yes by reducing risk.

Take Action

Become more conceptual and strategic in your selling. It’s a quicker route to business success. Too many sellers are tactic driven when they should be more conceptual in their selling approach.

One tactic to consider is Sales Prevention: don’t oversell products in your portfolio that may not help your customers. If they don’t love the product it will hurt your next sale. Focus on your long game.

How Find Doug Vigliotti

You can find Doug on the internet. Look here!

203.429.4209
Do you like non-fiction books? Join Doug’s Reading List

The Lost Chapter 13

This is the lost chapter to Doug’s book mentioned in the podcast. Just for Sales Babble listeners!

SalesBabble.thesalespersonparadox.com

Selling Mindset

Here are other past episodes that focus on the selling mindset beyond the CRINGE method.