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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