Customer Centric SellingConversation - Questions - Customization

By: David Uribe

Without a process, sales are accidental

A key moment.

Get uncomfortable to find new ways.

Wanting something is just half of what you need to actually get it.

10 learnings from the customer centric selling model

1. Conversations are more powerful than presentations

Be smart - Like.able - Relevant

2. Understand the Level of Concern VS Time on the sales cycle

3. Converse situationally: Focus on a solution to a custom problem.

4. Work on an initial assessment: Know more about your prospect than he knows about himself.

5. Empower your buyer/Client to:

- Achieve goals / Solve problems / Satisfy needs / Show Results internally

6. Ask relevant questions VS Offering opinions

7. Don’t rely on the product/solution but on your prospect’s usage of it - The benefit!

8. Minimize buyer - seller tension: Give them the power and knowledge, he’s the expert and you’re the advisor.

Major concerns: Need / Cost / Solution / Risk (Capitalize on this)

9. Understand the Level of Concern VS Time on the sales cycle

AVG Win rate / 100% * $ of sales = Cost of competing and losing

10. Of course, there’s Math to success:

Questions?