Customer Focused Selling Is Here to Stay
Every sales leader worth their salt knows that their success depends helping their clients and customers to succeed. We call this customer focused selling.
That part of the customer focused selling approach is a bit fuzzy for many sales teams.
An Example of Not Focusing on the Client
Let’s start with an example. A prospective client called us for help. They wanted to improve the internal consulting and partnering skills of their HR, IT and Finance organizations so they could add more value to their stakeholders. During the discovery process, we learned:
So Why Did the Client Reach Out To Us?
The sales person, who wanted to meet their end-of-year quota, told the client that they had to sign the next year’s contract before the end of the year or they would incur a 25% price increase. This is the opposite of customer focused selling. The client was planning to sign the contract, but not until the new year due to end-of-year obligations and personal family issues.
The sales person was more concerned with meeting their personal targets than in understanding their client and helping them to be successful in a way that makes sense to them. Our sales experts call it being “other centered.”
When sales people are NOT customer focused, they perpetuate the adversarial relationship, the root cause of why selling is so difficult, between buyers and sellers. So the client decided to call us. Good for us. Bad for that self-centered sales person.
Six Customer Focused Selling Tips
Based upon 25+ years of consultative sales training, here are some tips on what it really means throughout your sales process to live and breathe customer focused selling best practices:
The Bottom Line
The customer who is lucky enough to interact with a solution seller who understands and practices these six customer focused selling tips is the customer who will come back again and again.
If you want to learn more about how to win business with ideal target clients, download 4 Steps to Identify and Target Your Best Clients to Accelerate Growth
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Why Employees Change Their Mind
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Kelly Warren, SPHR
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The Next Generation Management Development courses have helped me communicate more effectively with my peers and teammates. By utilizing effective communication techniques such as clarifying and confirming, and asking open ended questions, I have been able to clarify and understand information in situations where I would have otherwise asked limited questions and made false assumptions.
Firmware Engineering Manager
The refreshing thing about LSA is that they focus on understanding our business situation and helping me succeed instead of selling a product. With over 150 experts, they are an invaluable resource that helps me deliver higher quality results faster. I recommend them to anyone looking to improve the performance of their workforce.
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Avon’s success is dependent on strong relationships among our Customers, Representatives, Associates, and outside resources we hire to help us meet our business objectives. We were very pleased with the results from working with LSA Global to design and facilitate a custom program for our events management team. LSA demonstrated responsiveness, flexibility, and an innovative approach to working with us.
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We engaged LSA to design and deliver a 6-month custom executive coaching program for a group of our key leaders. The focus of the program was to help a core group of senior leaders to leverage previous investments in management training, to ensure the engagement and retention of key employees, and to push critical strategic initiatives forward. Even with the high expectations of our senior people, LSA has completely exceeded our expectations. I would recommend them to anyone looking to create and implement a custom coaching methodology using proven tools to drive true change.
Senior HR Manager - Staffing, Training, & Development
I have worked with LSA Global at previous companies and welcomed the opportunity to bring them in to support my new organization. We worked closely with LSA to design a solution for our Client Partner Teams and Management Training on both coasts. LSA designed a customized solution for our business and organizational culture. LSA is a quality organization, one that I’d recommend to any company looking for a first class training and consulting partner that makes an impact.
Chief People Officer
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Fortune 500 Financial Services Company
Director of Infrastructure & Technology
What a personal and professional pleasure it has been to Partner with LSA. They are truly a strategic partner with Wyse. For more than 5 years, LSA has been engaged in delivering various training and development solutions for Wyse, from custom on-site programs targeting specific core competencies, to working individually with clients to build job skills, and offering invaluable services to me and my team as we continue to build our learning programs. LSA’s representatives do more than sell a product, they offer a full service solution: they understand our business, our strategic initiatives, and the needs of our customers.
Director of HR
We partnered with LSA Global to help us invest in our people in the areas of performance coaching, diversity, and inclusion. They focused on helping us succeed and were very flexible in meeting our specific needs. LSA Global exceeded my expectations from a speed, quality, and value standpoint. I would recommend LSA Global to anyone looking for a true business partner.
Director, Human Resources
Harmonic has worked with LSA for over 8 years. We have found their partnership extremely beneficial. We recently implemented a Management Development Program that was designed and customized to support our company’s strategic initiative of hiring, building, and retaining key intellectual property and human talent. We worked closely with LSA to target and implement the right solutions with the greatest impact. I would recommend LSA to any company that’s looking for a trusted training and development partner.
Director of Human Resources
LSA Global’s consultant brought a fresh perspective to our behavioral based interviewing strategy for two key executive positions we needed to fill, and their consultant helped us develop questions that produced a much deeper understanding of candidates’ capabilities. I am confident that the two new executives joining our organization have the right skills to add significant value. Throughout the process LSA was also very responsive in dealing with short lead time requests.
Because of the unique nature of our business, Excel is a core application in our accounting organization. After three attempts to find an Excel consultant who is capable of helping our finance team integrate advanced applications into our work processes we found LSA and Alex. He was not only a “Real” Excel expert but was masterful in helping us identify where to use Excel applications in our processes to increase our group’s efficiency.
SPO Partners & Co
Kim Silva, CFO
On behalf of Roche and my staff I would like to sincerely thank you for your help with this. The English as a Second Language (ESL) assessment and coaching that you provided for our team was a great success.
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Michelle A. Mitchell
Vice President, Worldwide Human Resources
Congratulations on your pro-activity in establishing this program and developing such an effective New Employee Orientation course.
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