What, Really, Does Customer Focus Mean?
While most savvy sales leaders advocate for customer focused selling skills, customer centricity is an oft-used term. In general, customer focused selling skills are about putting the customer at the center of your business where the customer’s needs come first. Sounds pretty smart right?
True Customer Focus
Seeing the world through the lens of the customer takes the point of view even further. It implies that you interpret the world as if you WERE the customer AND your customers’ customer. You must look through your customer’s eyes to understand their wants, needs, priorities, and aspirations.
You’ll be far more successful if you approach their world in terms of how they define success – not what a sale would mean to you.
Three Underutilized Customer Focused Selling Skills
If you want to improve customer focused selling skills that will increase revenue and win rates, start by ensuring your sales team can consistently identify:
This important consultative sales skill is not about trying to pin the client to an exact budget. It is about gracefully making sure that there is some overlap between what they want to invest and what you think it will cost to help them.
Too many sales professionals do not understand who makes various decisions, the exact sequence of steps that leads to a final decision, and the criteria that will be used to make the final decision.
The Bottom Line
To truly help your customers succeed, you must enter their world. Invest in the customer focused selling skills and sales processes to shift focus from what you have to sell (products, benefits and features) to how you can support their success. That shift requires selling solutions through the lens of the customer.
To learn more about taking your sales skills to the next level, download The Top Sales Skills to Challenge Customers
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