Top Sales Reps are Buyer-Centric
The secret to increasing your sales is not to push harder; it is to be more buyer-centric. The secret is to get to know your client and their business so well that they see you as an ally focused on helping them to succeed personally and professionally – not as an adversary in a push-pull exchange. Remember, buyers don’t want a list of what your product can do; they want to solve their problems.
To increase sales and create long-term client relationships, you need to get beyond the mechanics of solution selling and focus on what matters most to the buyer.
How to Switch Your Perspective
In short, you need to change your perspective from you and your stuff to deeply understanding how to best serve your client.
4 Ways to Be More Buyer-Centric to Increase Sales
Here are four ways to help switch your perspective from salesperson to buyer-centric solution seller:
When you know your client’s business, you have a competitive advantage in being able to better identify how to help them to succeed.
That means understanding the sequence of steps that leads to a final decision, who is involved in each step, what each decision-maker can decide or influence, and the basis the decision will be made?
When they think of you as a trusted advisor, they will seek your help as they encounter problems and situations that they can’t solve on their own.
The Bottom Line
Customers care more about their business than yours. Switch your sales thinking from “What you can sell” to “How you can help them be successful.” Until you can truly understand your buyer’s needs and motives, you can’t achieve the favored status of trusted advisor and solution seller.
To learn more about how to be more buyer-centric to increase sales, download 3 Ways to Protect and Grow Your Major Accounts
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